If you ever played a sport, you didn’t just hit the field and play; you stretched and limbered up.
Although, in the spirit of honesty, Woody Harrelson did offer a compelling counter argument in the movie Zombieland when he said;
“You ever see a lion limber up before it takes down a gazelle?”
Digressions aside, we need to limber up before hitting the phones.
Here are a few suggestions;
1) Use your drive time to rehearse a call or two you have that morning. Get your vocal chords awake and locked and loaded to kick some prospecting ass once you get to the office.
2) During that same drive, call your voice mail at the office and leave yourself;
Your usual voice mail that you would leave a prospect
Your typical phone message that you would communicate if there were a live individual (even a dead one) on the other end of that call.
When you get to the office, evaluate.
First of all, how is your overall message? Is it compelling? Have you referenced something specific to your prospect’s business or are you going for a “smiling and dialing” motif?
Do you sound believable?
How are your “ums” “you knows” and “basicallys”
How is your pace?
And a big one; how is your pitch?
The reason why it’s a big one is because when most people get nervous their pitch can elevate up several thousand octaves which can turn your call into a Mickey Mouse fest right quick.
3) Spar With A Team Mate. Call a team mate and offer your message as you usually would. They will then throw objections at you which you are to respond to. Kick it up a notch by forcing each other to respond with 3 different rebuttals. The purpose of having 3 is that it will condition you to have a mentality of “How shall I respond” instead of “Can I respond?” Big difference.
4) Sparring . . . On Steroids! Get your sales team together and take turns responding to the objections they each throw at you. And none of this respond to one objection and we move to the next rep BS. Each person needs to go multiple rounds! Participants can tell the respondent “I don’t like that response, give me another”Be tough on each other.
You need to always train tougher than reality. Don’t ever forget that!
5) Make some “Exploratory Calls”. These are calls that you make to find out contact information, prior to the actual call. This way you can avoid the lameassness of showing people you don’t have a clue while you embrace the old “Can I speak with the person who blah, blah, blah”.
Doing this will give you a sort of “twofer” in that it helps you warm up and give you contact names for the future.
Make sure you keep this one as a 15 minute exercise. Otherwise it can become a safe activity that you might cling to in order to AVOID the phone.
6) If you have some non sales calls to make, consider using them as warm up as well.
7) Make sure you get up and move when you do 5 and/or 6. Doing so creates energy. Motion creates emotion! Didn’t Ben Affleck say that during his “Act as if” rant in “Boiler Room”? On a similar note, watch that movie and make a note to do none of the things they do!
I’d say you have enough here to keep you out of trouble for a while.
Enjoy your workout ?
We’re going discuss how to up your prospecting skills in our How To Navigate Stalls and Objections webinar.
Here’s what I’m going to share;
- 5 Ways To “Soften The Target” BEFORE You Make The Call.
- How To Warm Up and How To Conduct A “Warm Up” Call.
- 3 Ways To Perfect Your “Pitch”.
- What You MUST Say In The First 8 Seconds Of Your Call.
- How To Use The Preemptive Strike Tactic To Neutralize Objections.
- How To Embrace The Power Of “Pattern Interrupts” While Cold Calling.
- The 3 Step “Objection Buster” Formula.
- How To Respond To Stalls Like “Send Me Some Information”, “Call Me Back Next Month, Next Quarter, After The Holidays”, Etc.
- How To Respond To Typical Objections Such As “Not Interested”, “We Already Have A Vendor For That”, “We’re Under Contract”, “No Time To Meet”, “No Budget”.
- An Exercise That Will Triple Your Responses To Typical Objections.
When?
Thursday, November 21st, at 11:30 am EST.
Can’t make it?
Sign up anyway and you’ll receive the webinar replay and all the resources listed below.
What’s Included?
(1) 90 Minute Webinar With Mucho Actionable Tips
Webinar Replay
Cold Call Template
7 Objection Templates With Suggested Responses
EARLY REGISTRATION DISCOUNT
This webinar normally sells for $99, but if you register BEFORE November 12th, its only $74.
Please click HERE to lock in on this special savings and to reserve your spot!
