Prospecting is one of the most important tasks for any salesperson, but it can also be the most challenging. Effective prospecting not only gets you in touch with potential clients, but it helps you develop a relationship with them and understand their needs before they know they need something from you. Today, it seems that dialing is a thing of the past. However, there's still no substitute for a human connection despite the advances in technology. The effectiveness of a live conversation with someone on the other end of the line is unparalleled. How can cold calling effectively help salespeople reach their goals? In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk with Matthew Lampros, CEO at Sellemental Inc., author of top-selling books at Amazon, and a cold calling expert for closers. Matt chats with Rusty and Ron about sales development and pipeline generation, his strategy for coaching people, and why calling is still the best way to connect with people. He will also provide great tips and advice that salespeople can use to close more deals. Enjoy!
Prospecting is one of the most important tasks for any salesperson, but it can also be the most challenging. Effective prospecting not only gets you in touch with potential clients, but it helps you develop a relationship with them and understand their needs before they know they need something from you.
Today, it seems that dialing is a thing of the past. However, there's still no substitute for a human connection despite the advances in technology. The effectiveness of a live conversation with someone on the other end of the line is unparalleled. How can cold calling effectively help salespeople reach their goals?
In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk with Matthew Lampros, CEO at Sellemental Inc., author of top-selling books at Amazon, and a cold calling expert for closers.
Matt chats with Rusty and Ron about sales development and pipeline generation, his strategy for coaching people, and why calling is still the best way to connect with people. He will also provide great tips and advice that salespeople can use to close more deals.
Enjoy!
In This Episode
2:57 - Matt's strategy for coaching people
6:32 - Why dialing is not dead
8:49 - Mastering the art of prospecting
11:58 - How Matt qualifies prospects
13:25 - How Matt gets people to connect with him
18:39 - The two words salespeople should never use at the front desk
20:19 - The golden hour to make a call
23:56 - How Matt helps reps get people to say yes
28:49 - The number one selling strategy pre-COVID
31:02 - How the tone of voice conveys authenticity
Favorite Quotes
00:01 - "What they're saying is, are you worth my time or are you a waste of my time? If they get even an inkling that you're worth their time that having a conversation with you in the future will be valuable, they'll take the meeting. So your focus needs to be, how do I convince people that I'm worth their time? And when you tell that to almost every salesperson, they immediately make a switch in their approach. They know what to do to tell people, I'm worth your time." - Matt Lampros
3:50 - "From a business perspective, I learned pretty early that a one call close is the best, most inexpensive thing I can do as a company. And that comes from word of mouth or from repeat buyers. When you make your customers really happy, then they buy from you again or they tell other people about you, you have a one call close." - Matt Lampros
7:09 - "I don't think dialing is dead. The number one tool everyone uses for business is the phone, whether we're looking for a connection or not. We've got a hundred years of experience picking that thing up." - Matt Lampros
11:33 - "Every hour you spend on perfecting your list is much more effective than hours asking these questions to individuals on the phone trying to qualify them." - Matt Lampros
18:39 - "Every salesperson says something like 'available' or 'in', those two words are the worst. If you say the word available at the front desk, you will not get through. Get rid of that word." - Matt Lampros
28:13 - "Think the way they (prospects) think. They're not thinking about your company, they're thinking about themselves and whether or not they're going to gain value from a few minutes with you. And if you can approach them that way, I'm worth your time, they'll give you the time and then you can have the door open and then you can go sell." - Matt Lampros
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