sdp igcdp indonesia#3 icx basics, cold calling
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SDP iGCDP #3
ICX Basics, Cold Calling
survey analyzes
0
5
10
15
20
25
30
ProductKnowledge
MarketKnowledge
Cold Call
Meeting
Follow Up
Negotiation
CustomerRelationshipManagement
Upscaling
Poor
Below Average
Above Average
Excellent
Poor Below Average Above Average Excellent
10% 43% 43% 4%
Agenda
• i. Homework Check In
• ii. Why GCDP
• iii. Emotional Intelligence
• iv. Cold Call
• v. Alumni Call
• vi. Warm Call
• vii. Expectation
• iix. Team Motivating
Homework Check-In
• What is your:
– i. a)Sub Product Focus (project, ad hoc)
• b) Market (NGO, Orphanage, School)
– ii. What is your target for calls, meetings, follow
up meetings
– iii. How many high potential TN takers are on
your list?
Tell me why?
Three Circle Values of GCDP
Market Value
Organizational Value
Personal Value
Personal
learning of
young
individual
relevant to
society
actions
providing
leadership
Sales Flow
Emotional Intelligence
What is Emotional Intelligence?
• i. understanding a person other than by
visual perception
• ii. Association of targeted person with
particular category
• iii. Increased level of preparation through
association
4 Different Emotional Intelligence
Colours
Define Your own Colour
C0nflicting Emotional Intelligence
Colours
Message
Simplicity
Clarity
Calling
• i. Cold
• ii. Alumni
• iii. Warm
Cold Calling Introduction
Introduction
Closing Strategy
When in Doubt
Delays
Objections over the Phone
Booking Meetings with Alumni, and
interesting tools
Bottlenecks
How to Tackle the Bottlenecks
Email Template (sorry if it’s a little
bit long)
Alumni Call Procedure
Booking Meetings with Warm
Contacts
Conversation – Ask Questions –
Directed Flow
• “I’, calling you today, because of”
Closing Strategy
When in Doubt
stay calm
responsibly ask for the meeting
don’t be too nervous they are people too on the other side
Objections over the Phone
You Limit Yourself
Expectations from you as sellers of
ICX
Tasks before next meeting
Minimum KPI
(Key Performance Indicator)
at least 2 call days in office
with all members
one person arrange at least 3 meetings in
one week
How to motivate your ICX/Sales
Team
Next meeting
• #tobethebestcasepractice
Let`s recap
Cold callWarm|Alumna
call