Tony Kurtulan | Cherie Voise - Smart Persistence Sales™ Coaching

Show Sponsor: TonyK Commercial Real Estate

How much Planning should you do before you start your cold calling outreach?

Just 33% of inside sales-rep time is spent actively selling. (CSO Insights).

1. Question 1 : What steps should you take when preparing to make a cold call?
   1. Research the Company
   2. Research the Person
   3. Study Competitors - talk wisely about competitors…statements like …I noticed that some of your competitors are using sales coaching to improve sales…We have a 104% growth rate with our sales coaching program…
   4. Ask the right questions…nothing generic…show you expertise
   5. Goals for the Call
   6. Don’t over prepare

Build a template for the preparations, when it's filled out you are ready to start dialing…

1. Q2: How much planning is too much planning?
   1. Should take about 90 -120 seconds pre planning for each call…I would always do my preplanning, but notes in the CRM during non calling hours…weekends….5am-8am and 6pm-10pm each day….
2. Q3: Does planning make a difference in the results?
   1. Yes and no….you can plan too much and plan too little…its a fine line that takes some time to get right…

You need to make sure and do enough planning before each call but not too much planning before you start taking action!

TonyK and CherieV reminding everybody to stay persistent.

tonykurtulan #cherievoise #businesscoaching #salescoaching #smartpersistencesales www.tonykurtulan.com

https://www.tonykurtulan.com/cold-calling-tips-allen-tx/