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Author: Peter Ekstrom

For the past 27 years Peter has earned his living prospecting for new business over the telephone for his clients. To help him close more sales appointments with sales prospects, Peter invented the Gold Call Script – Builder Kit. The Gold Call Script-Builder Kit is a unique scripting tool that makes it easier for salespeople to master the conversations they have with sales prospects on the telephone so they can schedule more sales appointments with qualified prospects.
Sales is an Adventure,… Hope you got a toolkit?

Sales is an Adventure,… Hope you got a toolkit?

Many years ago I started my sales career selling beer and bottled water. Back then, my company was a distributor for a competitor to Perrier called Ramlosa. Ramlosa was a mineral water imported from Sweden, and they hired tennis star Bjorn Borg to be their company spokesperson to promote the product in advertisements.

One particular day I happened to walk down the street I used to frequent, and saw the ‘Grand Opening’ sign for the Walken’s Cafe. A big sign saying ‘Grand Opening’ is a very good prospect for me so I went inside.

Sales is an Adventure,... Hope you got a toolkit? 1

As I stepped inside I saw a man standing in the rear of the cafe with his back to me. The cafe was closed, and there were no customers today. Just this guy with his back to me. I must have walked in quietly because he didn’t even notice that I had walked in. I waited a few minutes, and then politely cleared my throat  with a polite – “ahem”. Then the person turned around and looked at me with a crazy looking stare that went right through me.

At first glance I thought he looked familiar, but I didn’t say anything. I just stuck out my hand and introduced myself, and explained why I stopped in. About a minute or so into my sales pitch about beer, the man stopped me in mid-sentence and said, “Don’t you know who I am”? I told him that I didn’t, but did say that he looked familiar. Then he continued with, “Have you ever seen a movie called The Deer Hunter”? That’s when it hit me.

I said, “Hey – You’re Christopher Walken”! “What are you doing here”? Christopher Walken told me that he came to visit his brother Glenn, and it was he that owned the cafe.

After a bit more back and forth I walked out of Walken’s Cafe that day with a 100 case order of Ramlosa.

I think back about my encounter with the Walken brothers whenever I think about prospecting for new business. Today, I think about cold calling as more of an adventure than anything else. I’m always looking for my next ‘Walken encounter’. How about you? Are you dreading the very idea of picking up the phone and making a cold call, or are you looking for your next adventure like me?

If you are looking for adventure, you need to have the right tools. LinkedIn is a good source of leads for prospecting these days. With 300million people on it, you have lots of chances to have an adventure.

But one thing you do not get from LinkedIn is the phone number and email address of your prospects. Good news is, a tool like eMail Prospector can help you with that, it finds anyone’e business email address and phone# in seconds.

And once you get on the call, you have 10 seconds or less, to earn and hold your prospect’s attention. How to do that is an art, and I’ve packaged that art into a Kit which you can get – its called the Gold Call Script Building Kit. You can get The Script Building Kit right here.

And if you like both the Account-Researcher software AND the Gold call script Building Kit, you can get it for a $150 discount over here.

Cheers to your next adventure!

Mastering 1st Encounter on Sales Calls

Mastering 1st Encounter on Sales Calls

Concrete ImpressionsYou’ve probably heard that you never get a second chance to make a great first impression. It takes just 3-5 seconds for someone to form an opinion of you, and that opinion of you remains constant throughout all future interactions with prospects and customers. Is that unfair? Well it might be, but unfortunately that’s just how the world works.

In today’s fast-paced business world, mastering the first impression you give to others should be your top priority. There’s simply too much at stake to risk making the wrong first impression. What you say and how you speak to people contributes greatly to the first impression you give. One misspoken word is all it takes to hurt your chances of success. On the other hand, mastering the first impression you give to others will open doors to new opportunity, and will put you in control of your destiny.

Mastering First Impressions will help you:

  • Turn prospective customers into buyers with ease
  • Close bigger deals
  • Make a favorable impression in any situation
  • Express yourself with more clarity
  • Increase your ‘self worth’
  • Expand your professional network
  • Have more power in negotiations

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