This training is totally focused on helping Loan Officers and Telemarketers who need a solid training program for prospecting ICE COLD and semi-warm leads (are there any other type truthfully?). In this I share the accumulated experience I have gained by 10 years and hundreds of thousands of cold calls to residential home owners.
First there is nothing really out there to teach LOs how to cold call... all the other guys focus on high minded sales jibber jabber that has nothing to do with breaking phone fear, how to open a call, how to keep control over your client thru rebuttals, how to keep your sanity and good humor after getting your butt handed to you on a slow sales day or week, how to control your timing/tonality and when to dump calls when they are unproductive. If you have listened to my free 9 hour newbie training program you know I get deep into the specifics of HOW to do it and don't use vague terms and ideas.
I get on the phones along with my telemarketers every night and get my share of successes and losses just like you do. This isn't a magical program to make you a perfect sales person... in fact we all lose deals over the phone. This program is how to teach you to be consistent so that when opportunity arises by constantly contacting new prospects you know how to guide the prospect into a application or have a telemarketer transfer it effectively to a LO. This is a solid 3 CD's of hardcore phone sales training where I cut past the fluff you read in the books made by people who haven't worked their way up from the boiler rooms.
As a bonus I have also include my book of scripts for refinance and purchase.
Cold Call Mastery
CD #1 – Becoming a Cold Call Cowboy
1. Telemarketing, overcoming the social stigma
2. The day you realize they don’t remember you, ever.
3. Unlearning what your momma taught you
4. Being the barbarian at the gate
5. Stepping out of faith (picking up the phone)
6. Breaking phone fear initially, daily, and forever
7. Avoiding sales burnout
8. Winning EVERY phone call
9. Going from "Super Closer" back to a human being
10. Learning to detach yourself from the outcome
CD #2 – Techniques to becoming a strong prospector
1. How to open the call
2. Keeping control using rebuttals and questions
3. Mirroring and matching pace and tonality
4. Understanding gender magnetism
5. Mastering your statistical averages
6. How to survive a cold streak
7. Building momentum with bonus calls
8. Long pitch versus short
CD #3 – Controlling the biggest variable to success, yourself
1. Tone and Body Position
2. Using pauses & proper pacing
3. Using down swings to keep control
4. Finding your perfect pitch speed
5. How to sound like gold when you feel like crap
6. How to stay positive while taking damage
7. How to stop an out of control call
8. Four techniques to build rapport
9. Dumping unprofitable calls
10. How to setup the call for the LO or 2nd call
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