The Single Biggest Cold Calling Mistake

Online, November 11, 2009 (Newswire.com) - CHICAGO, IL (November 11, 2009) - Kraig Kleeman, President of Blaire Group, has the answer and solution to answer every call center and salespersons' number one question: What is the one single biggest cold calling mistake? "The most common cold-calling mistake by sales people is attempting to invite their target buyers to an introductory sales meeting," states Mr. Kleeman.

Yep, that's right; Kraig Kleeman believes "Our culture has built up notable and lofty walls of sales resistance." When he observes sales teams' cold-calling practices, he is forever amazed that most cold-call presentations sound exactly same, regardless of industry! Below is an actual documented cold-call presentation provided by Mr. Kleeman targeting VP Sales, VP Marketing, and VP Agencies at large insurance companies, who are buyers for web-based agent portal products.

Kevin - Is Mr. Williams in? Admin - No he isn't.
Kevin - Do you keep his calendar? Admin - Yes I do.
Kevin - This is Kevin with ABC Company and I am calling to schedule a 30-minute meeting with him. I would like to introduce him to our company, our ViewDirect family of products and especially ViewDirect for Agent Portals. Can you help me schedule this? Admin - I'm sorry, Mr. Williams doesn't have time to meet with you.
Kevin - When is a good time for him to meet? Admin - Kevin, would you please send me an email describing your company and the topic for the meeting. I will review it with him and get back to you if he's interested.
Kraig states that there are three reasons why this cold calling presentation failed and cannot work and does not work in today's environment "(i) the culture does not respond to product-benefit statements; (ii) the entire approach smells like sales stench and the moment your pitch sounds salesie, its doomed for failure; (iii) your targets receive dozens of almost identically worded cold-call pitches each week, maybe each day, and it all sounds like the same white noise to them."
To help call centers and salespeople succeed in their presentation Kraig Kleeman created The Must-React System. A proven methodology for cold-calling and sales pipeline development. Mr. Kleeman explains that "if you execute the principles of The Must-React System properly, you are not inviting your prospects to attend a sales call. You are inviting them to attend a research-based briefing that contains compelling information that is educational and relevant to your target buyer."

Blaire Group has built dozens and hundreds of Analyst-Briefings for their clients. By following the principles of Must-React System, their clients acquire voluminous meetings with targets and deliver Analyst-Briefings in place of a traditional, initial sales call.
One Blaire Group client devoted seven (7) inside sales professionals full time to scheduling and conducting Analyst-Briefings after they were certified in The Must-React System. In a 12-month period, those seven inside reps delivered 1,700 analyst-briefings that were directly responsible for $30 million in pipeline and $10 million in net-new, closed business transactions.

About Kraig Kleeman:
Kraig Kleeman, CEO of Blaire Group, is an accomplished author and speaker. Kleeman's first book entitled The Must-React System: A Users Guide to Cold-Calling was published in 2008. He is currently writing his second book entitled Optimizing Offshore Call-Centers to Drive Financial & Functional Outcomes. Kleeman is a frequent speaker at sales conferences, executive retreats, and motivational events.
Kraig Kleeman has overseen more than 1 million cold-call presentations, as well as more than 1 million customer service & support calls in his career. He is the originator of The Must-React System. A proven methodology for cold-calling and sales pipeline development, The Must-React System produces significant and measurable results.
For more information and to read Kraig Kleeman's most recent Articles please visit:www.blairegroup.com
To register for a FREE Cold Calling Webinar please visit: http://www.blairegroup.com/index.cfm?fuseaction=page&id=186