We do not advocate cold calling in High Probability Selling.However, cold calling is necessary at times.

You do need prospective clients and customers: If you don't havea customer list from which to solicit referrals, and you also lack an advertising/marketing budget, cold-calling to a highly targeted list is the fastest route to finding High Probability Prospects.

A High Probability Prospect is one who wants, needs, can afford,and is ready to buy your product or service- now. Those who onlywant, need, and can afford- but are not ready to buy now- areprospects that you'll continue to contact in the future.

How does Cold Calling fit into High Probability Prospecting?

When you start to call your list, initial contacts will be cold calls: Only first-time calls are cold calls in High Probability Prospecting. A truly effective prospecting campaign requires that you call the same list every 3 to 4 weeks, so after a short period of time, most of your calls will be warm calls. A higher percentage of the people on your list will say "Yes" to your prospecting offer with each successive call.

5 Simple rules for maximum effectiveness and maximum efficiency:

• Don't repeat the same prospecting offer more frequently than every third call.
• Your offer must be no longer than 45 words, describing yourproduct/service and mentioning two if its features.
• Your prospecting offer must clearly request a "Yes" or "No"answer.
• When prospects say "No," you say, "Okay, good-bye."
• When prospects say "Yes," you say, "Why?"

With practice, you should be able to make at least 50 dials per hour. You'll find an increasing number of High Probability Prospects with each pass through your list. You'll be on your way to making appointments with people who are ready to buy what you're selling- right now.

High Probability Prospecting won't eliminate cold-calling entirely. You will, however, be making relatively fewer Cold Calls. You'll also eliminate most of the Rejection associate with cold-calling.

High Probability� Selling�All Rights Reserved

Jacques Werth is co-author of "High Probability Selling" and President of High Probability Selling, a Sales Training and Consulting firm. More articles, as well as the first four chapters of the book are available at http://www.highprobsell.com.

RELATED ARTICLES Control Your Sales Calls From The Start Sales calls that you control are what all salespeople want. I am a big believer that questioning is the most important skill for sales professionals. No More Cold-Calling? Well, Almost... We do not advocate cold calling in High Probability Selling.However, cold calling is necessary at times. How To Get Your Phone Call Returned When selling your product face to face with a customer, they have no choice but to hear you out completely. Ask yourself this question, If they were listening to you describe your product on their personal voice mail, would they hear you out, or would they delete you?Never leave someone a message just to leave them a message. This is a Sales Call: How to Begin Prospecting Calls with Integrity "Hello. I'm looking for Sharon Morgen?""Sharon DREW Morgen. 3 Simple Rules For Your Next Sales Call The other day I received a call from a telemarketer selling a website "starter kit" for small businesses. If you are reading this right now, then you undoubtedly know that I have a website. Sales Therapy 101: Breaking Your Fear of Cold Calling Almost every day, visitors to my Unlock The Game? website click on my live instant-messenger chat button, which invites them to "Ask Ari a selling question."And do you know what their most common question is?Yes, you guessed it: "Is there any way I can break through or overcome my fear of cold calling?"Most of us have at least some resistance to cold calling, and some people I talk with have such a paralyzing visceral and emotional fear of cold calling that they can't even consider doing it. Telemarketers May Have Ruined Everything I had to really look at things a little different when I started calling people. Now I am not a telemarketer. Cold Calling for Introverts In her book, The Introvert Advantage, Marty Olsen Laney talks about the defining moment when she embraced the fact that she was an introvert. It came in the form of a statement, "Oh, there's nothing wrong with me, I'm just an introvert!"According to her research only 25% of people are introverted which leaves us the daunting task of dealing with the 75% extroverts of the world. The Dos and Donts of Cold Calling Having your fingernails removed!Many salespeople would rather have their fingernails removed slowly than make a cold call. And it's no wonder; with the abundant number of resistance-inducing techniques out there, salespeople set themselves up for failure. Overcoming Objections Over the Telephone In sales, one of the things you will be doing a lot of, is making phone calls. You can't escape it. Cold Calling Does Not Generate Sales Leads It is a fact of life for most new sales people; they get the dream sales job with unlimited earning potential and expect to earn so much money that they can now enjoy the fruits of their coming wealth. Everything seems perfect until they realize that before closing a sale and earning the big commission, they must first prospect for new customers (read, cold calls). 4 1/2 Steps for Doubling Your B2B Appointments Cold calling. Most people hate to do it and there is a cottage industry of people making a profit by selling ideas on how to generate business without cold calling. Stop Selling and Make More Sales A few months ago I spent time training some telephone salesagents who were new to selling. They'd mainly been involvedwith handling incoming calls but now their company neededthem to do some out bound sales calls. What Level Of Telephone Sales And Customer Service Do You Provide? Using the telephone as an effective sales and customer service tool begins before you ever pick up the receiver to answer the telephone or make an appointment or sales call. When you reach for a ringing telephone, you need to put a smile on our faces and then greet people with the same enthusiasm you'd show them in-person. Feel the Fear It sometimes surprises people when I tell them I getslightly nervous before a speaking or training event. Theyseem to think that because I've been doing it for years,nervousness would no longer be an issue. How to Make Sales with Noisy Kids in the House Kids play hard, and sometimes that means they play really loud in the midst of exploring their worlds and role playing with siblings and friends.I know with my kids, if I'm not hearing some degree of noise; [i. 10 Tips for Telephone Success The telephone is an often under-appreciated and much maligned piece of office equipment. Have you stopped to consider how much business you conduct over the telephone? These 10 tips will help you improve your telephone presence and presentations. Choosing a Phone Dialer that Works If you own or operate an outbound call center, you've probably heard quite a bit about various phone dialer systems. In fact, it's likely you're using one of the many systems currently on the market. Conference Calling Evolved Originally the conference call was limited to businesses paying exorbitant fees to the telcos. For business, it still made sense economically because the costs were less than the travel costs involved in bringing the people together. K.A.R.M.A. of Phone Prospecting Do you ever wake up on the wrong side of the bed? Does the rest of the day just follow suit? Have you ever thought that your attitude towards the day might just be coming back to you through misfortunes and bad things through out the day?Well it happens and it is called KARMA.KARMA is defined as if you put a negative out there it will come back to you in the form of another negative.