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Motivational Speaker Articles

Ode to Og Mandino

Leadership-Time Management

Stupid People Poem

Christmas Story: Misfits

Leadership-Winning Mindset

Sales-Prime Contractor

Netflix-Blockbuster Competition

Sales Training Bob

Cash Money Tree

Leadership & Trust

Management Style

Your Capacity for Success

Create Cash Flow-Equity

Pay for Performance

Road Trip to Success

The Good Life

Power Shift-Toffler

Incentive Programs

Compromise Poem

Business and Ladders

Speaker on Vanity

Leadership Style - Skill

Selling Through Channels

Consequences

Exploiter Poem

Keynote on Revenge

Motivation and Money

Computer Poem

Selling & Optimism

Speaking of Action

Keynote on Greatness

Essay on Equality

Torpedoing Success

Consumer Motivation

Creative Destruction

Motivation and Selling

The Success Matrix

Squirrel Wins - Focus

Why Take Action

Latino Market Growth

Motivational Failure

Speaking of Talent

Speaker Success Poem

Selling Without Wires

Sales Storage Evolution

Acres of Diamonds

Motivational Principle

Professional Public Speaking

Diversity & Multicultural

Sales Ethics-To Tell

Monopoly of Ideas

Self-Esteem Motivational

Employee Recognition

Overcoming Fear

Cold Calling CEOs

Reality is Plastic Poem

Life Coach - What a Joke

Innovation and Technology

 

business success motivational speaker

Cold Calling Your Way to the Top

 

Subject: Sales, Cold Calling,


 

I was inspired to write this after having an interesting conversation with a friend of mine.  This was a classic case of cold calling to the right people.  That said, "Does cold calling really work?"

 

Well, you can safely answer this questions with a lawyer's default response, "It depends."

 

COLD CALLING CALLING THE PYRAMID: A Case Study

A friend of mine, Director of Sales was trying to break into a company, legally of course.  He was trying to find out who the decision makers were.  His company offered what could be termed an Asset Management Reduction Strategy.  In simple layman terms, he helped track a company assets and re-appraise them in order to reduce their overall tax base.

Who to contact?  He thought the best place to start was with the legal and finance department.  So he called and gave them his sales pitch; but he met with resistance.  He kept sending them the documentation they requested and would follow-up, but with little success.

He couldn't understand it.  He knew, based on his assessment of the company's asset structure and tax base that he could save the company over $1 million dollars.  He just couldn't understand why he wasn't able to drive this point home.

This is where I come into the story.  The Director tells me this whole story.  He shows me how he's done his research, the documents he's prepared and specifically how the company could save a load of money.

It was then that I pointed out the obvious to him.  I said, "Why would a department that's in charge of helping the company save money hire you if you're going to do their job better than they are?"  I continued, "By hiring you as a financial consultant, they are in affect admitting to their own inadequacy."

I could tell he was stunned by the remark.  He nodded his head.  It was a cross between you're right and damn, why didn't I think of that.

I said, "What you need to do is start calling on the top of the pyramid, not the bottom.  The people at the top are VERY concerned with the bottom-line where the salaried employees at the bottom may be more concerned with keeping their job."

He said, "You know, you're right.  I bet if I showed the CEO these numbers, he'd listen to me."  I agreed.

About two weeks later he called to thank me and give me an update.  His comments went something along these lines: 

Victor, it was incredible.  I spoke with the CEO of the company after seven attempts to get his assistant to put me through.  I gave him my three minute sales pitch on what I knew I could do to save his company money. 

He liked what he heard and directed me to speak with his CFO.  He personally called the CFO to make sure he took my call.  And guess what?  I didn't have to call him, he called me.  After giving him the same spiel, guess what? 

He said, "Your timing is impeccable.  I am in the process of putting together a finance review for our board and I needed to bring to the table some cost saving measures.  When can I see your proposal?"

He was one happy salesman.  About two months later, after all the terms and conditions were agreed to, he was awarded the business.  His commissions for the deal after it was completed in 5 months, $45,000.  How do I know?  He showed me the check over a $7 breakfast he bought me.  What a friend :-)

Cold Calling Rules of Engagement:

Cold Calling works when you know who your company/customer is.

Cold calling is effective if you talk to the right person.  The higher you aim, the higher the accountability.

Cold calling uncovers hidden opportunities (e.g., cost saving measures needed by the CFO).

Finally, my friend called 7 times before the assistant put him through.  His persistence was driving by the fact that he KNEW he had something good to offer the company.  He was so sold on his idea, he couldn't keep himself from trying to sell it to someone else. That's passion!  That's selling!


 

Please feel free to forward this article to a friend or colleague.

 

Victor Antonio G., one of America's top business motivational speaker and author of “The LOGIC of Success”. 

 

Copyright © 2004 by Victor Antonio G.   All rights reserved.  This article MAY be reproduced in any form or by any means, electronic or mechanical, including photocopying, as long as the author’s name, website and email address are included as part of the article’s body.  All inquiries, including information on electronic licensing, should be directed to Victor Antonio G.

 

                                             

Motivational Speaker Articles

Ode to Og Mandino

Leadership-Time Management

Stupid People Poem

Christmas Story: Misfits

Leadership-Winning Mindset

Sales-Prime Contractor

Netflix-Blockbuster Competition

Sales Training Bob

Cash Money Tree

Leadership & Trust

Management Style

Your Capacity for Success

Create Cash Flow-Equity

Pay for Performance

Road Trip to Success

The Good Life

Power Shift-Toffler

Incentive Programs

Compromise Poem

Business and Ladders

Speaker on Vanity

Leadership Style - Skill

Selling Through Channels

Consequences

Exploiter Poem

Keynote on Revenge

Motivation and Money

Computer Poem

Selling & Optimism

Speaking of Action

Keynote on Greatness

Essay on Equality

Torpedoing Success

Consumer Motivation

Creative Destruction

Motivation and Selling

The Success Matrix

Squirrel Wins - Focus

Why Take Action

Latino Market Growth

Motivational Failure

Speaking of Talent

Speaker Success Poem

Selling Without Wires

Sales Storage Evolution

Acres of Diamonds

Motivational Principle

Professional Public Speaking

Diversity & Multicultural

Sales Ethics-To Tell

Monopoly of Ideas

Self-Esteem Motivational

Employee Recognition

Overcoming Fear

Cold Calling CEOs

Reality is Plastic Poem

Life Coach - What a Joke

Innovation and Technology


Motivational SPEAKER HOME | PROGRAMS: | Corporate | College | OrganizationsINFORMATION: |Speaker's Bio | Speaker Press Kit | Speaker's Products | Motivational Speaker Testimonials | Motivational peaker Videos | COACHING: | Speaker U | Victor's Bookshelf | ARTICLES ON SUCCESS: | Leadership & Trust | Speaker on Vanity | Keynote on Revenge | Business and Ladders | Latino Market Growth | Motivation and Money | Selling & Optimism | Speaking of Action | Keynote on Greatness | Torpedoing Success | Consumer Motivation | Creative Destruction | Motivation and Selling | The Success Matrix | Motivational- Squirrel Wins - Focus | Why Take Action | Motivational Failure | Speaking of Talent | Speaker Success Poem | Acres of Diamonds | Selling Thoughts | Marketing Focus | Sales Ability - Part 1 | Sales Ability - Part 2 | Sales Ability - Part 3 | Sales Ability - Part 4 | Strategic Selling-Legacy | Sales Techniques-Price | Sales Mastery-The Sale | Selling Without Wires | Sales Evolution | Ode to Og Mandino | Leadership Style and Skill | Leadership Success Poem | Leadership-Time Management | Motivational Principle | Professional Public Speaking | Diversity & Multiculturalism | Sales Ethics-To Tell | Cash Money Tree | Monopoly of Ideas | Sales Training Bob | Create Cash Flow-Equity | Pay for Performance | The Good Life | Power Shift-Toffler | Compromise Leadership Poem | Exploiter | Computer Poem | Leadership Qualities | Your Capacity for Success | Incentive Programs | Management Style Leadership | Essay on Equality | Self-Esteem Motivational | Employee Recognition | Overcoming Fear | Success Without Degree | Reality is Plastic Poem | Christmas Story: Misfits | Cold Calling CEOs | Leadership-Winning Mindset | Innovation and Technology |Netflix-Blockbuster Competition | Philosophy of Perfection | Renting Goals | Selling Not CollectingSales-Prime Contractor | Blink-Decision Making | Selling Through Channels | Roadmap to Success | Success Your Way | Why Things Don't Change | My First Trophy | Life Coach - What a Joke | Leadership Memorandum | How to Hold On to Your Super Hero Powers | Get Off Your Assets | What Killed Jack Rabbit | SHPE Happens | Autopsy of Inaction: The Living Dead | Reverse Engineering Success


Victor Antonio G.,  Sales Influence   All Rights Reserved 2002-2009,

A business motivational keynote speaker for events and conventions 

Travels from: Atlanta, Georgia   info@SalesInfluence.com

For booking information call: (678) 895-6068

11770 Haynes Bridge Road, Suite 205-501  Alpharetta, GA 30004