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the next step. Brandon Quote. “There are two types of people in the world: People that sell themselves, and people that sell themselves short.” Brandon Johnson Ex. - Refrigerator Products. Relax, but…. The story of Shariq Ali Good News… Pressure is off! Bad News… Your accountable now

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Brandon quote
Brandon Quote

“There are two types of people in the world: People that sell themselves, and people that sell themselves short.”

  • Brandon Johnson

    Ex. -Refrigerator Products

Relax but
Relax, but…

  • The story of Shariq Ali

  • Good News…

    • Pressure is off!

  • Bad News…

    • Your accountable now

  • No homeruns

  • Need singles and doubles

  • 2 Words: Discipline and Activity

Building your call list
Building Your Call List

  • Start with referrals

  • Buying Lists:

    • InfoUSA

    • ReferenceUSA

    • Jigsaw

  • Name, phone, address, and email

List criteria considerations
List Criteria Considerations

  • Geography:  75201, 75202, 75270

  • Revenue:  $1,000,000 and up 

  • Employees:  25 employees and up

  • Titles (point-of-Contact):  Training, Trainer, Human Resources, HR, President, Owner, Vice President, CEO, and Director

  • Industry: All businesses EXCEPT - Bars and nightclubs, Personal services, Restaurants, Convenience stores, Food stores and supermarkets, Automotive, Gasoline service stations, Banking, and Schools.

Step 1 record your numbers
STEP 1: Record Your Numbers

Record Your Numbers -

  • Make as many calls as you can for 2-3 weeks

  • Write down your numbers after each call every day

  • Recording keeps you on task

Step 2 determine your average
STEP 2: Determine Your Average

Determine Your Average -

  • How many calls it takes you to get an appointment

  • How many appointments it takes to get a sale

  • Track you calls for a period of time and average them together

Step 3 make your calls
STEP 3: Make Your Calls

Make Your Calls -

  • Make calls based on your call average number

  • If your average is correct, you should always set an appointment

  • Your daily goal

  • Adjust as you improve

    Ex - Boiler Room

Make your call lists daily1
Make Your Call Lists Daily

  • Tuesday, January 5th

  • 9:00 AM – City of Lancaster: Alicia Oyedele, HR Supervisor - 972-275-1792 (1/5 – 9:45: VM/NM)

  • 9:15 AM – Baylor Medical: Keith Holtz, HR – 214.820.0111 – (1/5 – 9:50: Spoke to Jill, Barbara was out: She is sending email to Keith)

  • 9:30 AM – Dallas Chamber: Patti Clapp, VP of Talent Education and Workforce – 214.746-6725 – Dec. 11th VM>LM

  • 9:45 AM – DFW Airport: HR (Thomas Dallam) – 972.973.1101

  • 10:00 AM – Carter Bloodcare: Sue Spaulding, HR – 1.800.366.2834

  • 10:15 AM – WFAA – Julie Duncan, HR Manager – 214.748.9631

  • 10:30 AM – Dallas Police Department, Personnel and Development – 214.671.4410

  • 10:45 AM – Greyhound: Victor Charles, Training and Development -214.849.8000 – (1/4 – 3:25 VM/NM)

  • 11:00 AM – Workforce Board: Elaine Wilkinson – 972-672-8076 (1/4 – 10:20: CPVM/NM)

  • 11:15 AM – Dart Trucking: HR - 800-733-5151 (1/4 – 10:45: #-5>2 - VM/NM Karen Womack)

  • 11:30 AM – Dallas YMCA: Pam Cowart, Director of Staff Dev. – 214-880-9622 – Dec. 29th VM>NM

  • Lunch and Emails

  • 1:15 PM – City of Garland: Brenda Vega, HR - 972-205-2475 – Dec 30th Spoke to GK - VM>NM (1/4 – 9:50: VM/NM)

  • 1:30 PM – City of Carrolton: Bob Bland, HR Director – 972.466.3052 – Dec 30th VM>NM (1/4 – 9:55: VM/NM)

  • 3:30 PM – City of Dallas: Derrick Fernandez, City University – 214.671.1322 – Dec 30th – VM>NM (1/4 – 10:05: VM/LM)

  • 3:45 PM – 7-eleven: David Hurst, Vice President of Talent Management – 972-820-7160 (1/4 – 10:10: NVM/NM)

  • 4:00 PM – Dallas Convention Center: Troy Thorn, Events Excellence Manager – 214.939.2972 – (1/4 – 2:00: VM>NM)

  • Arbor: Karen Mimick, Career Coach – 972.573.3522

Learn your formula and use it
Learn Your Formula…and Use It!

  • Multiplication Example

  • If you know your formula, then you can make sales

  • Use your ratios to set goals and plan

  • A “No” is one step closer to a “Yes”

  • Tracking Exercise

Step 1 evaluate current situation
STEP 1: Evaluate Current Situation

Probing Questions -

Open-ended questions

Find out what they are doing now

Get prospect to tell you a story

What will happen if their situation continues?

Ex – Tommy Boy

Mental notes and the ledge
Mental Notes and the Ledge

  • Find a foothold

  • Find your ledge

  • Look for concerns

  • Be thinking of how you can use what is said

  • How can you turn an objection around?

Current situation
Current Situation

Exercise #1

Write down 5 probing questions that help you find out what a prospect currently does for developing his or her employees.


Exercise #2

Using the following keywords and phrases, rewrite and refine your probing questions.

Keywords/phrases:Tell me…, Can you?, Explain, Describe, What Happens, How do you?, What is the process?, Would you share with me?

Listening for a ledge
Listening for a ‘Ledge’

Exercise #3

Use the ‘Ledge’ for the following response to your probe about training.

PROSPECT: “After we train an employee on his or her job, we don’t really do additional training unless they fall behind with work.”

Listening for a ledge1
Listening for a ‘Ledge’

Exercise #4

Use the ‘Ledge’ for the following response to your probe about training.

PROSPECT: “I typically put together short development meetings for our staff as needed. We usually do them once a quarter.”

Listening for a ledge2
Listening for a ‘Ledge’

Exercise #5

Use the ‘Ledge’ for the following response to your probe about training.

PROSPECT: “We usually do training reviews on job duties and requirements every quarter, and then send our top two teams to Blessingwhite’s engagement series twice a year.”

Step 2 educate the prospect
STEP 2: Educate the Prospect

UniFirst Corporation -

  • Common Struggle

  • Overwhelm the prospect

    2 Core Services -

  • Open-forum/Public Employee Training Events

  • In-house/Private Employee Training Events

    Ex – Senior beginner; hands

Value proposition 1
Value Proposition #1

“We enable small-to-medium-size businesses to provide ongoing training for their employees without incurring the costs of hiring a training department or developing and testing training curriculum.”

Value proposition 2
Value Proposition #2

“We enable larger businesses to supplement their current training initiatives with our extensive course library and certified trainers.”

Step 2 educate the prospect1
STEP 2: Educate the Prospect

Cause and effect -

Restate their current situation

Restate their current results

Explain your recommendation

Explain their WIIFM

Ex – Friend’s “Quit the Gym”

Step 3 negotiate the rfp
STEP 3: Negotiate the RFP

Trial close…often -

  • Take their temperature

  • Gauge their feelings

  • Find out where they are in the sales process

  • Tells you instantly if you need to explain more

  • Do they understand?

  • Puts an end to “NO”

Some of my favorite s
Some of my favorite’s

  • How does that sound?

  • Does that make sense?

  • What do you think about that?

  • Is there any reason we can’t continue?

  • Does that seem reasonable?

  • Could you see that helping here?

When should you use a trial close
When should you use a ‘trial close’?

  • After every major stage of the sales process:

    • Evaluation Step

    • Education Step

    • Negotiation Stage

  • Subject/topic changes

  • After you make a point

Where would you trial close here
Where would you trial close here?

“…and the Trust Factor teaches your managers and staff how to avoid collusive behaviors, promote unity and goodwill, and the 3 phases of interpersonal dialogue. Our communication course covers non-verbal and verbal skills, the danger of noise, and the 5 types of communication…”

Where would you trial close here1
Where would you trial close here?

“…we’ve covered all the various programs and titles that will fit your current needs. I’ll now put together your training outline and proposal.”

Step 3 negotiate the rfp1
STEP 3: Negotiate the RFP

“Don’t ask…Do tell” -

Based on what you’ve told me…

Explain you want to put together an outline

Explain you want to write a training proposal

Ex – A Few Good Expenses

Highly recommended reading
Highly Recommended Reading…

  • Reading covers…

  • Learning and working your call numbers

  • Looking and finding leads

  • Turning around common responses

  • “The Ledge”

  • Messages that get results

  • (From sales training business point-of-view)

Cold Calling Techniques (That Really Work!)


Stephan Schiffman