Cold Calls And Taco Bell

Today, at my boss’s request, I joined him for lunch in his office. Not surprisingly, the big bag of Taco Bell on his conference table caught my eye way before I noticed that my office telephone had been re-connected in his office and was sitting in the middle of our luncheon. Larry told me that we would start at 1:00 and make calls together into the afternoon. That explained the Taco Bell buffet. Ever made cold calls in front of your boss? That sort of intimidation can only be subsided with professional coaxing (free lunch).nn nnI listened in on about 14 calls. Larry reached and conversed with 3 of the 14 companies’ CEOs about our services and their potential need for them. One appointment was made from a returned voice mail message that Larry left to a CEO that he had never spoken to prior to this day.nn nnLarry used a script tailored to fit his personality to speak to his targets and a separate script when he reached a prospect’s voice mail. When connected with a business owner or manager whose tone of voice was very sharp or who conveyed a “make it quick” vibe, Larry physically relaxed his posture and sat back in his chair while speaking more slowly and in a nurturing pitch. If the voice on the other line seemed to portray more of an easy-going, open to information personality, Larry might have inquired about the prospect’s golf game or spoken in a more friendly, guy-to-guy manner…And the magic he worked on the gate-keepers! I’m afraid to assume, but might not be wrong to say that they would have offered up a list of executive’s social security numbers if he’d asked.nn nnMost importantly to me, a person whose job description includes calling on businesses who sometimes don’t know me from Adam, not one of those 14 attempts affected our project negatively. Larry’s tactics don’t annoy or disturb or repel his prospects. If his attempt is in any way less than successful, he is able to end the call on a positive note and almost always with permission to continue contacting the prospect in the future. The techniques that Larry uses and is so willing to teach me, and of course those of you who are currently students of his, and those who may be just now be hearing of Larry’s programs via this entry, are the tools that produce!nnnnTo become a student of sales visit Larry Poe's membership site www.SalesTrainingOnlineNow.com. He is offering for a limited-time free full-access memberships.