Great video, i somewhat disagree with the second mistake though. Asking genuinely if they're available for 2-3 minutes or if you should call again later has often led to good results for me. It makes you earn the right to ask question rather than just beginning your speech when they might already be in a conference call or smthg. When they answer that that they're not available (which is not too often) then they'll tell me themself what is the ideal moment to call them back.

Dude. This is arguably the best under 10 minute presentation on this subject ever! Thanks so much for sharing this Gold dust.

@Driveyoursuccess

3 жыл бұрын

Thanks Bud!

I've been killing alot of calls lately, so I'm gonna test these advices for the next weeks. And since you mentioned everything I frequently do as something that should be avoided, I already have a good feeling about how my success rate will develope

I love the expression "HAYT crime" to describe opening a cold call with "How are you today?".

@raysfonexchange

3 жыл бұрын

Cute.....unfortunately your too quick for the masses :)

Ian, Great job going over cold calling mistakes! Business opportunities are made within two minutes of "opening your mouth" to "open the minds" of your sales target!! Those two minutes, can make you $$$$, and Ian, you nailed many of the most common mistakes!!!

I am pursuing a new opportunity in B2B, and this video really made my day, I wanna thank you so much for this amazing video and the tips into it. I learned a lot. Thanks again.

These videos are pure gold.

Precisely what I needed to hear, learn and implement. Thank you Ian

Ian, thank you for this information.

Awesome video, love this advice

Thanks for the suggestions.

Thanks for all those valuables information

Thanks so much Ian. That was so good. :)

Great video Ian. You have a new subscriber.

#2 Is killer, thanks for the great info!

Awesome! I always ask how prospects are doing and if it's a good time to talk! Now I know better...Thank you for these valuable insights..

I found this video helpful! thanks a lot

I watched several of your very enlightening and entertaining lessons, thanks!

@Driveyoursuccess

8 жыл бұрын

+Azhar Khan Thanks for the feedback Azhar.

Great job going over cold calling mistake business opportunity

Super good Ian!

One of the better vids. Thanks

Great info! Thanks! :)

Great job!!

Thanks so much Lan johnson. I really liked it.

@Driveyoursuccess

7 жыл бұрын

No problem

Cold-calling is my fear. Hope to contact my customer after learning your video. The video is great even sometimes I can't get your idear clearly because my english is not so good. So first time, I just listen, and reference the letter on sceen world-capturing. Then I will repeat, one paragraph by one paragraph, often take notes carefully. Anyway, thanks a lot.

very handy information ian...thanks

@Driveyoursuccess

8 жыл бұрын

+iqbal woebegone Thanks for your feedback.

Great video Ian. You covered 5 things that most sales agents don't even think about. I will be sure to share......

@Driveyoursuccess

8 жыл бұрын

Lori Cutler Thank you Lori. Always good to get feedback. Take care - Ian

this is a really good video thanks - i've actually just recorded my first set of cold calls and posted them to my channel will have to implement your 5 tips in my next video

@Driveyoursuccess

7 жыл бұрын

Thanks Tech Helper.

Great video Ian, i have my first sales job and i plan on practicing some of your strategies.

@Driveyoursuccess

8 жыл бұрын

+Stephen Greatorex Let me know how it goes Stephen.

Great video very educational, i was wondering if you have done a "sales Pitch" video. it would be great

Thanks for all of the video shares Ian. Perfect for a bootstrapped startup that needs to sell.

@Driveyoursuccess

8 жыл бұрын

+Andrew Parker Thanks Andrew. Take care

Good info!

I appreciate you knowledge and experience. Seems you've been working in manufacturing or sales. The practical advices are very on point and if you brand yourself a bit, you can get the image of the likes of Brian Tracy or similar selling consultants. Good job.

Good content Ian, thanks.

@Driveyoursuccess

8 жыл бұрын

Tim Coe - myUSP Thanks Tim. Take care

@maolinsu9596

8 жыл бұрын

Hi,Ian Johnson This is Sim, Thank you very much for your great help!

This is great information... Thanks

@Driveyoursuccess

8 жыл бұрын

Thanks Thomas. Let me know if you want me to cover any other topics.

@donnytales5045

7 жыл бұрын

Hi Ian, Can you help with: When People say "Not interested" straight away on phone? Thanks

Just great! Ty, Ian!

@Metamor-phosis

8 жыл бұрын

+Party Lets I'm just making a tutorial and using this video as an example if you don't mind... let me know if you do!

@Driveyoursuccess

8 жыл бұрын

+Party Lets Not a problem, but linking to it would be best.

"its never a good time" hehe good one !

@Driveyoursuccess

7 жыл бұрын

Thanks bud.

Hi Ian, Your KZread videos are really helpful, I need a good suggestion on books which cover below topics : Objections Handling questions and Answers. Roadblocks in B2B Sales. Customer Stall Tactics and the answers for Stall Tactics. Pre closing & Closing Techniques. Negotiation Techniques. Could you please recommend a good book to refer please:). Thanks.

wow, thank you

Greta video Ian ,

In my opinion. the most important thing to remember is that is about them (the customers), not about the product you are selling.

"Do not ask your prospect how they're doing. They're not doing well." Boom! 😁

@Driveyoursuccess

6 жыл бұрын

Exactly!

Somebody tell me the thumbnail of this video doesn’t look like an older future version of Jonah Hill.

@Driveyoursuccess

5 жыл бұрын

LOL!!!! - I've been told I look like Phillip Seymour Hoffman. I have lost weight since this video - but honestly Richie - your thumbnail is way over the top - like you're trying to make up for something. Great comment BTW.

@richgarzelli6724

5 жыл бұрын

Ian Johnson didn’t know you would take offense to it. Jonah Hill is awesome. Good job on the weight loss, however. And I know the profile picture is a bit much. Over the years I spent the majority of my time of fitness type KZread videos so it was a bit more justifiable at that point. Haven’t gotten across to updating it. No hate coming from this side, though. Keep doin’ what you’re doin.

@Driveyoursuccess

5 жыл бұрын

Richie - don't worry - I'm offended at all. I loved your comment. So many people post serious stuff on my videos so it's great to see that Jonah Hill reference. It's all good. Take care

@s1sko7

5 жыл бұрын

Not Jonah Hill come on! I will say Kevin James of course! (but I also see Philip Seymour Hoffman). Oh Awesome content by the way Ian ;)

First mistake that businesses do not realize right away is not verifying phone numbers before doing calls. Most of the time, the receiver of the call does not match the person that is on their list. This mismatch is such a waste of time, resources, and energy as you still need to get the call smoothly until it ends, wherein those resources could have been spent to those intended prospects with correct details.

@hp2546

Жыл бұрын

Many cold callers also hide behind an answering machine. Many cold callers most likely hated their job and think the answering machine will do a better job but in reality, their customer will just hang up and go like not interested. I also see many cold callers fail and keep calling back to beg after a failed deliver promise. A cold caller must never promise anything impossible because at the end of the day, when they cold caller cannot deliver, business is already over and it will be too late to beg and that will lead the cold caller getting into entitlement mode. Many cold callers must realize that if they mess up once, don't go back to the same customer. They have options to try again with a next person.

brilliant

I enjoyed this over every other " Instructor " on youtube with malnourished and drained information .

Awesome

I always just give a 10 second pitch of my name, company, why I called them, what we do and then why they SHOULD be interested in us. They usually bite for more information. Basically what you said but I liked your run down. I hate when sales people call and ask how I'm doing... it makes me furious.

So, you say don't ask how you're doing or is this a good time. What would better alternatives to these questions be? Also, what makes up a good 15 second intro? Sorry if those questions might be redundant.

@deckenneth

5 жыл бұрын

You don't ask any question like that because a) it makes you sound like every other salesperson and b) it gives them an opportunity to say no. Just get to the point of the call, which is to get the appointment.

Hello, Mr. Johnson. I started to work as the telemarketer in company but the problem is I am so stressed out that it affecs everything. Also, I have to admit I dont know the language of commerce much. Would you please help me on promoting my skill in telemarketing? If its needed I can come on Skype or we chat.

Good info but most great teachers will role play to compliment their training. Wish he did.

Biggest and most common mistake...not doing the cold call. Read- b2b sales degree. Good sales bible for professionals

Nice handwriting

Ian, should a salesperson state his name and position in the 15 second intro or should it stick to the company name only?

@Driveyoursuccess

8 жыл бұрын

+just_max Yes, you need to state your name and company immediately. I typically say "Hi, this is Ian Johnson from XX company" and then right into your intro. Don't give them a chance to say anything. Just get to the point - get it out and ask an open ended question

@maxprovencher

8 жыл бұрын

Thanks Ian, and what about stating the position in the company?

@theguruapprentice

5 жыл бұрын

I would try both but its splitting hairs I was taught name is enough always worked for me. they dont know you and dont give damn your company name unless you work for Facebook

At the end it sounded like he said "take care of ya johnson"

@Driveyoursuccess

7 жыл бұрын

Lol!

What are 5 things to do?

Ian, love the vids and take a lot away from them. However on this video you promote an interestingly unpopular element of "throwing up" on the customer. I personally advocate controlling the conversation in such a manner but many, many, many business experts are suggesting salesman ease up and let the prospect do most of the talking even during the cold call phase. The problem here is a cold call is meant to set up a more in depth meeting where the prospect is encouraged to "unleash" concerns and expectations. But if the cold call or lead in creates a prelude of what the actual meeting will look like you may not be granted the meeting your after. So how do you balance the initial cold call to reflect both your value prop and show a genuine concern for what the needs? And do all this in a couple of minutes? Since most of the cold call should be "them" focused and not "you" focused.

@Driveyoursuccess

8 жыл бұрын

This video is really about the first 15 to 20 seconds of the cold call - and in this case you absolutely can not give your prospect time to get off the phone or come up with an excuse not to talk. It's not rude or impolite - in fact, you're saving your prospect time by clearly stating your intentions. Once the prospect has had time to digest your statement - then they can opt to tell you why they're interested or why they aren't. It's important to remember that high level decision makers (CEOs, Business Owners, Directors) have dealt with a lot of BS on their way to the top. Now, more than ever, they are pressed for time. If you give them an out by asking them how they're doing or if they have time - they'll take it and run. Your initial 15-20 seconds are used to make a claim - the rest of the call that follows is an open conversation.

Mic drop

Lol I do most of these...oops

Please talk louder good fiend!