Basic Cold Calling Techniques

[DougTolles]

Thank you Dan for your video presentation. I am very likely going to start a new career in CC processing sales this comming week; my first true venture into full time sales....You have provided an example of how a call may go when I walk in to a prospect; takeing out the unknown and uncertianity for a newbie like me. This demo's purpose is only to give an example of BASIC Techniques that obviously work...he also gives examples of common prospect resistant statements and how to answer smoothly.

[DougTolles]

Thank you Dan for your video presentation. I am very likely going to start a new career in CC processing sales this comming week; my first true venture into full time sales....You have provided an example of how a call may go when I walk in to a prospect; takeing out the unknown and uncertianity for a newbie like me. This demo's purpose is only to give an example of BASIC Techniques that obviously work...he also gives examples of common prospect resistant statements and how answer smoothly.

[brandeefleming]

Thanks for sharing.. I like the actual interaction with the merchant.

[victravaglianti]

I think your intentions are good, but it is 2011 and cold calling is dead...I am based in the NY Metro area and I can tell you that cold calling is one of the useless marketing techniques available today....a basic rule of sales is that activity will always yield results...however, a smart salesperson focuses on activity that is more productive (how about getting referrals fromt he customers that you are currently helping?) Remember, a clock that doesn't work is right twice a day.

[szforlife]

@victravaglianti this is absolutely not true. I make 5 cold calls a week, and they are productive. If you are in a market such as we are in the Chicago metro area, where there are 15 other vendors making those same "dead and useless" cold calls, someone is going to get at least a percentage of the business. The purpose of a cold call is to get your name out there. If the prospect doesn't buy, chances are he knows someone who will in the future.

[666jet]

@victravaglianti you have to remember your roots. maybe cold calling is dead for you, but someone just getting started is going to have to cold call just to get their feet wet. once you've built a few good accounts THEN you can make your portfolio from referrals.

remember, a clock that doesn't work is WRONG 1,438 times a day!

[rockin982]

The thing that strikes me about this demo (and so many others like it) is that the prospect is basically a push-over. If they were always that pliable, then there wouldn't be much need for videos like this ... anything you said would get you a sale. Real prospects object and interrupt and ask questions ... and that's the stuff most salespeople need help with to become more successful.

[cmatthe187]

Y doesn't this guy respond to any comments???

[agenthelios1]

This guy comes across as a pushy pest. Plus who the hell is that guy at the front? Hes not a decision maker, hes a pee-on who answers phones.

[JimmyRomeo]

so pls correct me if i am wrong on this: this country at this moment doesn't someone that needs a J.O.B. (Just Over Broke) what this country really needs is someone that creates jobs so there's resource for those that needs it.

so pls if your going to talk about sales people pls first check your position and ask yourself if you are getting where you want in life!!!!

[JimmyRomeo]

hey guys i just wanna know something how many people got out from school now without a JOB???? believe me there's nothing bad in my corncern about school of course you have to get educated, but people need to understand first that a sales person is not doing something bad at all in fact a sales person contributes to the profit of a company getting commision for what that person does and doesn't get a salary for a JOB that is not done like employees

[boulderjfhotmail]

1) I would never make a full sale walking in off the street. Your first meeting is a question session where you find out if you're a good fit.

2) I would never make a pitch at the front. The front belongs to customers.

3) Shut up and let the customer talk. This isn't about you, it's about finding solutions for them.

4) Drop the "hard pitch" presentation and know the contacts name before you walk in the door. This first meeting should feel like two old friends getting together.

[tgerclaw]

I am doing this B2B currently to merchants out there. The various scenarios looks great. However, I am having a hard time talking to the owners since more than 95% are not at the store during the day. I mostly talk to workers or maybe managers at the store. Should I still talk to these mgrs and workers and have owners call me? Sometimes, they not sure when the owners will be back at store. What should I do or say to interact with them? I am having trouble getting the stmts from them. Any ideas?

[xxxxxxpimptaddyone]

sales people are like vultures.

they disgust me.

[thaiQ1985]

@xxxxxxpimptaddyone i see. how old are you? what do you do for a living?

i can bet that you are not successful if you think that way of sales people.

[xxxxxxpimptaddyone]

@thaiQ1985 salespeople are scum who lie and steal..get a real degree and stop claiming community college is legit

[thaiQ1985]

@xxxxxxpimptaddyone Wow sorry. My bad i didn't see your profile

You are a soldier... a hire hit-man = base on violent and initiation of violent.

Don't tell me you can disobey a order to kill from your higher up.

How can you function in a cooperative environment like selling?

Salespeople or selling is base on persuasion not force.

Scum are people who use violent to leech off other hard work!!!

I am selling right now, i am selling you my ideas

We are all selling be it ideas, goods or services

[xspettacolare]

this sounds like good shit I'm gonna copy everything he said then use it for my card sales pitch..

each pitch sounds a little diffrent ,so im gonna use the best one..

[entrepreneurmom]

Thank you, Dan! I'll definitely be using your tips!

[cesmoot1957]

Great video and presentation of different scenarios. I am in merchant services (ISO) and appreciate your sharing your knowlege and experience. Well done!

[jetpilot18]

I have to say, I love this video. I have a sales background but not too much experience with cold calling or business to business pitches. I really appreciate the ideas you threw out there for me to give a try. As someone who is starting their own business, I found it verrry informative for someone looking to improve their pitches.

[tegsy1]

I enjoyed the video - some good little gems of advice in the opening pitch

[EngineeringFun]

Outstanding video! Very informative. Thanks a lot.

[bsnikrep21]

To everyone below who says you have to be dressed for success to get business. FALSE. Yes you need to look somewhat clean cut, but you dont want to over due with a suit and tie. You cant go to a construction business in dress slacks. You want to show the owner that you understand how his business operates and you arent there to screw him over like a used car salesman.

[Osc2828]

That's a good approach and stragety but you need to dress for success and have a business card in order to obtain real deal credibility.

Keep up the good work! By the way you did not ask him for refferals???

[bethanydre]

Hi I like your approaches they seem very confident and a good rapport. If I was the guy in the blue shirt I would definitely say yes. Thank you I will remember this video while at work telemarketing.

[aldredtheone]

Dan,....Thank You. I'm a pretty visual learner and I really learned a lot from the video. Great Job. Keep up the Great work!

[mercbaby]

apparently there are people in here who dont know what a cold call is. but for someone like me who graduated from school in marketing this video is very informational. Thanks dmorphew

[bradpittyay]

annan u faggot! you bum bandit and you should get a life u waste of skin

[Anan7777]

The only thing you need to be a cold caller is a lobotomy.Get a proper job you fucking wankers.

[barmarbob]

Anan or is it anal. I don't know how to start. I can only tell you that i've never had a company support and train me for success as this company does. And as far as a proper job is concerned, in this economy where can a person go, and make CEO income and get paid daily. Where can you go and get residual income, and in fact, the people like you wished they had the guts and the courage to go out on your own and succeed. .

Like bradpittyay said, get a life. U no guts

[igorskyny]

what does this has to do with cold colling

[666jet]

@igorskyny this IS cold calling! maybe you thought the term only applies to telemarketing... i thought that before i had to start doing this myself!

[glitterfreak1983]

Role Playing is awesome and builds your confidence Jason and Craig makes a great point! Dan is very obviously doing something right or his customer wouldn't endorse him so whole heartedly. Very cool Dan. I'm new to sales and so tired of the uppity bs that most people post. You're real, you're charismatic and you're not pushy! Kudos!

[CraigWoodhouse]

lol @ Jason.

It is supposed to be set up to show you how to modify your pitch based on the reaction from the customer.

Dan is successful because he has a great rapport with his customers, in fact I would bet that the guy in the video is actually one of his customers.

Nice stuff Dan.

[dmorphew63]

Sorry you feel that way. Truth is I have written thousands of accounts with this basic approach. Perhaps you are making things too hard by trying to overthink everything you approach.

[jasonlowrie1]

Sorry but this is so set up, why dont you get the guy to say he just isnt ineterested and show us true cold selling . A suit and tie helps also. No one will give you financial info on a cold call. No business cards, brochures??

[jonybeam]

maybe your just too negative and thus unsuccessful but i never have a problem gatting copy invoices from competitiors on first cold calls because i one of the best at what i do in the office supplies industry.i currently turnover as a rep in x/s of 1.8 million.i'll charge you a hundred an hour for lessons if you wish