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    How to Dominate in Cold Calling and Earn Six Figures Doing It
    How to Dominate in Cold Calling and Earn Six Figures Doing It
    How to Dominate in Cold Calling and Earn Six Figures Doing It
    Ebook154 pages1 hour

    How to Dominate in Cold Calling and Earn Six Figures Doing It

    By Emanuel "E.R." Carpenter

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    About this ebook

    You can earn $100,000 a year cold calling!
    What’s more, you can do it without ever calling anyone at home or closing a single deal yourself. Written by a former gatekeeper turned lead generation expert who still makes up to 80 calls per day, this book will give you the skills you need to become a business-to-business cold calling expert. In it you will learn how to:

    · Get Past Gatekeepers

    · Get High-Ranking Executives on the Phone

    · Say the Exact Words to Create Interest and Set Up Meetings with Decision Makers

    · Start a Lead Generation Program From Within Your Company

    · Leave Voicemails That Result in Returned Calls

    · Use E-mail, Social Media, Direct Mail, and Press Releases to Enhance Calling Efforts

    · Use Vetting Strategies to Avoid Calling Lists with Bad Data

    · Provide Highly Qualified Leads to Companies Whose Products Sell For Six Figures or More.
    · And So Much More...

    About the Author
    E.R. Carpenter is the award-winning author of "Dead Guys Don't Buy." For nearly 10 years, he has prospected for some of the best brands in the world, including Salesforce.com, Freightliner, and SAP. Carpenter lives in Greater Atlanta.

    LanguageEnglish
    PublisherEmanuel "E.R." Carpenter
    Release dateApr 18, 2012
    ISBN9781476383545
    How to Dominate in Cold Calling and Earn Six Figures Doing It
    Author

    Emanuel "E.R." Carpenter

    Emanuel "E.R." Carpenter is the author of several business book, a humor book, and a novel.

    Read more from Emanuel "E.R." Carpenter

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      Book preview

      How to Dominate in Cold Calling and Earn Six Figures Doing It - Emanuel "E.R." Carpenter

      How to Dominate in Cold Calling and Earn Six Figures Doing It

      By E.R. Carpenter

      ~~~

      Smashwords Edition

      Published by Forest Wade Press

      Copyright © 2012 by E.R. Carpenter. All rights reserved.

      Smashwords Edition, License Notes

      This ebook is licensed for your personal enjoyment only. This ebook may not be re-sold or given away to other people. If you would like to share this book with another person, please purchase an additional copy for each recipient. If you’re reading this book and did not purchase it, or it was not purchased for your use only, then please return to Smashwords.com and purchase your own copy. Thank you for respecting the hard work of this author.

      TABLE OF CONTENTS

      FOREWORD by Mr. Cold Call

      INTRODUCTION

      -- Homework

      CHAPTER 1

      -- Ongoing Education

      -- Learn Your Product

      -- Setting Goals And Realistic Expectations

      -- Pre-Call Planning

      -- Phone Codes

      -- Abbreviations

      -- Pen And Paper

      -- Time Zone Map

      -- Calculator

      -- Call-Recorder

      -- Chapter 1 Homework

      CHAPTER 2

      -- How To Establish A Lead Generation Program

      -- Outsourced Lead Generation

      -- Workplace Environment

      -- Activity Versus Productivity

      -- How To Increase Dials

      -- Chapter 2 Homework

      CHAPTER 3

      -- CRM Adaptation And Strategies

      -- Chapter 3 Homework

      CHAPTER 4

      -- How To Create A Primo Calling List

      -- List Vetting

      -- Other List Resources

      -- Chapter 4 Homework

      CHAPTER 5

      -- Protecting Your Voice And Using It To Your Advantage

      -- Chapter 5 Homework

      CHAPTER 6

      -- How To Create A Call Outline

      -- Chapter 6 Homework

      CHAPTER 7

      -- Tips From A Former Gatekeeper Turned Salesperson

      -- Ten Ways To Anger A Gatekeeper: And How To Avoid It

      -- Chapter 7 Homework

      CHAPTER 8

      -- Getting Execs On The Phone And What To Say When You Do

      -- Speaking The Prospect’s Language

      -- Chapter 8 Homework

      CHAPTER 9

      -- How To Ask The Right Qualifying Questions

      -- Chapter 9 Homework

      CHAPTER 10

      -- Objection Handling And Appointment Closing

      -- Chapter 10 Homework

      CHAPTER 11

      -- How And When To Leave Voice Mail

      -- Chapter 11 Homework

      CHAPTER 12

      -- Rejection, Failure, And The Psychology Of Cold Calling

      -- Chapter 12 Homework

      CHAPTER 13

      -- How To Use E-Mail, Marketing, And Networking To Enhance Calling Efforts

      -- Direct Mail

      -- Trade Shows, Webinars, And Other Events

      -- Press Releases

      -- Chapter 13 Homework

      CHAPTER 14

      -- Lead Generation Metrics

      -- Chapter 14 Homework

      CHAPTER 15

      -- The Top Ten Appointment-Setting Secrets

      CHAPTER 16

      -- Seven Tips For Finding A Job In A Tough Economy

      -- Chapter 16 Homework

      ACKNOWLEDGEMENTS

      ABOUT THE AUTHOR

      FOREWORD

      By Pop Icon Mr. Cold Call

      (back to the top)

      For some salespeople just hearing the word cold calling gives them painful unsettling feelings. They perceive cold calling as a chore rather than as strategic marketing effort to generate new business. Their belief system is set up to make cold calling fail and as a result, they miss out on money-making opportunities. Salespeople who share this school of thought will never be able to make cold calling work or enable themselves to incorporate cold calling into their lead generation program.

      While this thought process may hold true for a select group of salespeople, it is definitely not shared by the majority. Top-notch salespeople understand that cold calling is a vital tool to generate new business and also recognize that cold calling is about taking action today and not waiting for new business to happen. The art of cold calling is an active and strategic activity that needs to be part of the overall sales and marketing efforts of every single salesperson.

      Look at the huge success that cold calling brought for two iconic entrepreneurs WALT DISNEY and the founder of KFC (Kentucky Fried Chicken) COLONEL SANDERS. Yes, these two icons were business owners, but they embraced cold calling techniques early on to quickly transform their dreams into reality. DISNEY visited more than 300 banks to secure a loan (to sell his idea) and in 1955 his persistence paid off because he opened Disneyland in Anaheim, CA. As for SANDERS, he was told No 1009 times before he sold his first piece of chicken.

      These two playmakers needed to find a way to make their life dream a reality and found a way through strategic cold calling efforts. If you’re looking for a way to capitalize on the success that cold calling can bring either for you or your sales team to really build your book of business then check out E.R. Carpenter’s book: How to Dominate in Cold Calling and Earn Six Figures Doing It. From his years of experience on the frontlines he provides you a practical goldmine of information, tools, tips and techniques that you can use today to really build an effective and actionable lead generation program.

      Carpenter’s book covers every single stage of the sales process and includes topics such as pre-call preparation, establishing a lead generation program, CRM strategies, creating call lists, protecting your voice and using it to your advantage, call outlines, bypassing gatekeepers, getting executives on the phone, asking qualifying questions, objection handling, appointment setting, voice mails, rejection, failure and psychology of cold calling, use of email, networking and lead generation metrics. Whether or not you’re a seasoned pro or just a new salesperson this book will give you engaging cold calling strategies that you too can use to make that SIX FIGURE dream a reality!

      Pop Icon Mr. Cold Call™ is an author, cold calling pioneer, speaker, sales trainer and sales software inventor has made over 80,000 cold calls over his sales career--this number continues to grow exponentially. He is one of the most famous names in cold calling and sales prospecting. Inside and Outside Sales Professionals have visited his website, subscribed to his FREE weekly newsletter and ordered his brand name of products and services from every corner of the globe. Mr. Cold Call™ has been quoted by numerous national publications such as Selling Power Magazine and Investor's Business Daily and was recently featured by Selling Power Live! in a CD audio program called Turn Cold Calls Into Gold Calls. Other accomplishments include his more than 80 published articles on cold calling topics from A to Z, his infamous sales ratio calculator that automatically calculates your daily, weekly, monthly and yearly sales ratios, his custom sales script service and finally, his best-selling series of cold calling eBooks that include:

      <> 58 Sales Openers that will WOW your sales prospects!

      <> Have Fun Cold Calling and get your telephone ringing off the HOOK!

      <> 113 Common Sales Objections, 192 Clever and Savvy Responses

      <> The New Business Idea Sales Generator Workbook

      To visit and learn more about Pop Icon Mr. Cold Call™ check out www.mrcoldcall.com

      INTRODUCTION

      You can earn $100,000 a year cold calling. What’s more, you never have to close any business yourself or call anyone at home. How do you do it? Two words: lead generation.

      Not so long ago, companies across the globe realized the sales process can be so complex, it can take two or three people to close business for a single prospect. One person does the up-front work, which includes list creation, research, list vetting, cold calling, qualifying, and appointment setting. A second person goes on the initial meeting, creates interest, probes for needs that fit with product offerings, and even tries to close business. A final person attends subsequent meetings (with or without the second person) and uses his expertise in closing new business to seal the deal. The old school way of sales requires that one person be responsible for the entire sales process, and it is still practiced today. Does that make sense?

      Dividing the sales process among two or three people has its advantages, including honing in on employees’ expertise. The lead generation specialist may be great at qualifying and creating interest but not so good at closing the deal. The reverse could be true of the outside sales person and closer who probably approaches cold calling with fear and trembling but can dazzle in a face-to-face environment. Of course, if deals are being closed more efficiently and more often using this approach why stop it?

      On the flip side, using more than one person in the sales process can be expensive for smaller companies that can only afford to pay one salary. Also, there’s finger pointing when deals are not being closed using this method, and it could pose a dilemma when determining who gets the commission when the deal is closed. There’s even some resistance from prospects when one person with a certain personality calls to set up a meeting and the closer with a different personality shows up to sell. In my world of lead generation, I’ve even spoken with prospects that

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