1. May-chen Martin-Kuo Conquering the Cold Calls 1

2. Focus on the buyer Possess good listening skills Create value for the buyer Radiate credibility Maintain a good attitude - Be brief but approachable Your Personal Goal: Own the Quality of a Successful Sales Person 2

3. The need of the HR director – Something to make his/her jobs easier – Something to that him/her can take credit in his/her performance evaluation - Accomplish something meets the need of the company Our Ultimate Goal: Obtaining a commitment to start a club Our Intermediate goals: – Attend Breakfast with TM or Schedule an one-on-one meeting – Arrange the facility for the launch meeting – Publicize and gather 30+ attendants for the launch meeting Begin with an End in Mind: Bridge the Gap 3

4. Need Identification Recogition of the Importance Search for Fulfillment Evaluation of Options Decision Making “The Anoatomy of Persuasion” – Norbert Aubuchon A 5-Step Process used by the Buyers 4

5. Help the company to meet their training goals Meet the needs of the company – Employees become better communicator/leaders – Better employee retention – More effective meetings Credible – 92 year of history, 1/3 of the Fortune 500 companies sponsor their own in-house clubs What is Toastmasters Program? Focus on the buyer Possess good listening skills Create value for the buyer Radiate credibility Maintain a good attitude 5

6. Review the 2-page standard TI promotion materials: – https://www.toastmasters.org/~/media/28DD255348504156B7541D87F281B04C.a shx https://www.toastmasters.org/~/media/28DD255348504156B7541D87F281B04C.a shx – https://www.toastmasters.org/~/media/915BDF9660724AE1991E5B049EC7F876.as hx?la=en https://www.toastmasters.org/~/media/915BDF9660724AE1991E5B049EC7F876.as hx?la=en Research the company – Does the company has a TM club in the other location? http://www.toastmasters.org/~/media/2955014C78604F68986FAA35A24CED90.as hx http://www.toastmasters.org/~/media/2955014C78604F68986FAA35A24CED90.as hx – What does the company do? (Search on google and linked-in) – Any members in your area working in these companies? (search by email address – some members use their work email address) Be emotionally prepared that highly likely you’d be leaving a voicemail, or a conversation less than 5 minutes. Before You Call 6

7. Briefly introduce yourself Describe the TI program at a high level Speak in their language: – Example: Instead of saying “sponsoring a club”, say “providing a training program” Introduction 7

8. Avoid yes/no questions, unless it’s fairly certain the answer would be yes, for example, “Can we have a SHORT conversation about an inexpensive and very effective communication training program?” Use more questions begin with “why, what, how” to let the decision maker do the talking Position the Questions to Access the Need 8

9. Summarize the key benefits based on the traits of the company Closing: Key Benefits of Toastmasters Program 9

10. Clarify if the concern is caused by misunderstanding Provide possible solutions Ask for a time-line Example: – I don’t have time – There’s not enough interests – This is not the program we are looking for – I need to discuss with the board, etc – I need more information Address Their Concerns 10

11. Example: – We’ve scheduled a Breakfast with TM on 1/13 8AM to go into more details about how the program can benefit your company, would you like to attend? If not, ask if anyone can attend on his/her behalf – We can schedule an appointment with you to “…”, when would be your earliest convenience? Get a commitment to any of the intermediate goals. Our Ultimate Goal: Obtaining a commitment to start a club Our Intermediate goals: – Attend Breakfast with TM or Schedule an one-on-one meeting – Arrange the facility for the launch meeting – Publicize and gather 30+ attendants for the launch meeting 11

12. Provide contact information: – Your phone number and email Provide information for the resources requested (eg. PR materials) Contact Information 12