| Before you whip out your wallet or sign on the | | | | work for little reward. |
| dotted line there are seven questions you should ask | | | | 3. No, cold calling doesn't work for people like you |
| to make certain you are making the best decision for | | | | anymore. If you hear that don't walk, run the other |
| you. After all, you wouldn't be investing in sales | | | | way. Cold calling does work when you know how to |
| training unless you expected to get real value. So | | | | do it right. And you won't discover what you need to |
| doesn't it make sense to do your homework to be | | | | know to make cold calling work from a sales trainer. |
| certain you are getting the value you are expecting? | | | | 4. If you have questions after the sales training |
| Here are 7 questions you must get answers for: | | | | program ends shoot me an email. That's good at |
| | | | least you have at least one option for help. The |
| 1. How will I get help with my specific challenges in | | | | problem is sales trainers bombard you with a ton of |
| this program? | | | | information so you feel like you really got a lot while |
| 2. What is the fastest way to get clients? | | | | you are in the program. The challenge comes once |
| 3. Does cold calling work for people like me? | | | | the program ends and you discover your prospects |
| 4. Once the program ends how will I get help if I still | | | | somehow didn't get the memo telling them how they |
| have questions? | | | | are supposed to behave. That's when you really |
| 5. How will this program help me get new clients? | | | | need support. |
| 6. Will this program help me accelerate my sales | | | | 5. This program will help you get more clients by |
| process? | | | | teaching you how to make more connections. Excuse |
| 7. How will this program help me increase sales with | | | | me, but that's not teaching you how to get real |
| less one-on-one interaction? | | | | paying clients in your business. At best they are |
| 8. Once I complete your program can I expect to | | | | showing you how to snag a few prospects. Most |
| operate like a typical sales person? | | | | people pay for sales training because they want |
| Now for some of the responses you don't want to | | | | more clients not prospects. |
| hear... | | | | 6. This program will help you increase sales with less |
| | | | one-on-one interaction by teaching you how do ask |
| 1. You can get help with your specific challenges by | | | | better qualifying questions. Again that's a good start, |
| asking questions during the training program. Great. | | | | but you really need to completely shift from a |
| However, if you were just one or two questions | | | | one-to-one selling model to a one-to-many selling |
| away from the sales success you want you probably | | | | model. That requires far more than a few great |
| wouldn't need sales training in the first place. Most | | | | qualifying questions. |
| people need one-on-one interaction to get help with | | | | 7. Yes, you will have everything you need to act like |
| their specific challenges as they come up. | | | | a sales professional. Uh oh, big trouble with that |
| 2. The fastest way to get clients is to make more | | | | answer. The last thing you ever want to do is act |
| contacts. If you get a response like that then you | | | | like a typical sales person. When you do you can |
| know the trainer buyers into the philosophy that all it | | | | expect to get treated like one, and that means you'll |
| takes to sell is just a numbers game. That means | | | | get treated like an unwanted pest. |
| they are going to set you up for a life-time of hard | | | | |