Batter Up! - Cold Calling
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- 1.Why should cold calling be done "unarmed", without your book or other material?
- A.
So you can move faster.
- B.
People probably aren't going to want to see the materials anyway.
- C.
To avoid being identified as a "salesperson"
- D.
To avoid confusing the prospect.
- E.
To keep from spoiling your lunch.
- 2.What is the strongest attribute you can have when making the first call?
- A.
Be friendly
- B.
Be Funny
- C.
Be Confident
- D.
All of the above
- E.
None of the above
- 3.When delivering your elevator speech, what is the most important thing to emphasize?
- A.
Cost per spot
- B.
Strength of TV versus all other forms of advertising
- C.
The fact that we are "nice"
- D.
Cable Zones
- E.
Local High Quality Production
- 4.What are the BEST businesses to cold call?
- A.
Franchises
- B.
Owner Operated
- C.
Chains
- D.
Service Companies
- E.
Retail
- 5.The FastTrax cold calling method is often referred to as "saturation evangelism", what is the best description?
- A.
Attending networking events
- B.
Calling on all businesses of a certain type or category
- C.
Giving every prospect a complete presentation
- D.
Cold calling everyday
- E.
Calling on every business within a specific geographic area
- 6.What is the goal of a cold call?
- A.
Networking
- B.
Get to a full presentation
- C.
Identify the owner or decision maker
- D.
A and C above
- E.
A, B, and C above
- 7.What should you do at the end of your elevator speech?
- A.
Ask for the sale
- B.
Ask a question
- C.
Find out who the owner is
- D.
Show your DVD
- E.
Get your portfolio
- 8.What percentage of cold calls, on average, will result in a "hot" lead?
- A.
10%
- B.
20%
- C.
30%
- D.
40%
- E.
50%
- 9.How many cold calls should you make in a day in order to generate 4 hot leads
- A.
5
- B.
10
- C.
15
- D.
20
- E.
25
- 10.When cold calling at a networking meeting you should always
- A.
Offer your card first
- B.
Arrive early
- C.
Avoid small talk
- D.
Be aware of potential competitors
- E.
Ask: "what do you do?"
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