Does Classic Cold Calling Still Work?

Last Updated Dec 10, 2009 3:01 PM EST

Here's sales guru Brian Tracy describing the classic cold calling technique that's taught all over the world, by Tracy and countless imitators. Watch the video and read the summary, then vote on whether this technique is valuable and relevant today.

STEP #1: Ask the admin what person is responsible for purchasing what you're selling.

STEP #2: Ask to be transferred to that prospect.

STEP #3: Ask the prospect a question that ties to the prospect's hot button. E.g. "How would you like to see a method that would increase your sales by 20 to 30 percent over the next 12 months."

STEP #4: When the prospect responds "what is it?", ask for a 10 minute appointment. Don't ask for more time and don't try to sell the product across the phone. Key phrase: "All I need is 10 minutes of your time and you can judge for yourself."

STEP #5: Respond to the four common objections, if surfaced:

  • Objection #1: "How much is it?" Your Answer: "If it's not exactly what you're looking for, it doesn't cost you anything at all."
  • Objection #2: "Tell me just a little bit about it now." Your Answer: "Yes, I would like to, but there something I have to show you."
  • Objection #3: "Could you send me something in the mail?" Your Answer: "You know how unreliable the mail is. Why don't I drop it off later this afternoon?"
  • Objection #4: "Call me on Monday to make an appointment." Your Answer: "I've got my calendar right here. Is your calendar handy?"
STEP #6: Make the appointment.

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