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The Brutal Truth About Cold Calls

Posted November 13, 2018

I think many of you are getting the wrong message when it comes to cold calls and; It’s hurting your overall sales efforts! First, you have all these reports like the one from Leap Job that tell us that 98% of our cold calls are ineffective. Then you have the folks at LinkedIn chiming in … continue reading »

How To Create A Phone Objection Without Really Trying

Posted November 13, 2018

When it comes to phone objections, MOST (if not all) of the discussion seems to be around what to say or how to respond. Instead, let’s take a look at the things that will actually; Provoke the person on the other end of the phone to push back and object! In this week’s episode of … continue reading »

4 Ways To Strengthen Your Phone Objections Muscles

Posted November 12, 2018

In an ideal world, you and I would call a potential client and they would gladly agree to meet with us. In the REAL world, potential clients utilize stalls (“Call me back next month” “Send me your info” etc) as well as objections. Here are 4 ways to get better at AVOIDING objections as well … continue reading »

How To Avoid and Respond To Phone Objections More Effectively

Posted November 12, 2018

  According to Leap Job, the average failure rate of cold calls is; 98% And before you chalk that one up to cold calls being ineffective, understand that; The problem is that the AVERAGE sales rep misses 2 critical components; 1) How to make the cold call more compelling and dare I say MORE objection … continue reading »

One Phone Objection and One Stalling Tactic That Typically Go Unchallenged

Posted November 12, 2018

Having led numerous sales teams as well as coaching hundreds of sales reps, I’ve been able to eavesdrop on quite a few cold calls. While these reps faced objections and stalls of ever variety, THE Number One Objection They Faced Was; “Sorry, not interested!” And that brings us to THE Most Popular Response To That; “OK. Thank you for … continue reading »

3 Ways We Inadvertently Provoke Phone Objections

Posted November 11, 2018

When it comes to phone objections, MOST (if not all) of the discussion seems to be around what to say or how to respond. Instead, let’s take a look at the things that will actually; Provoke the person on the other end of the phone to push back and object! In this week’s episode of … continue reading »

Prospecting: How Often Should You Contact A Potential Client?

Posted November 10, 2018

I’ve always felt that there are two radical extremes to prospecting. Extreme #1: Those Who Attempt Contact Way Too Frequently. I’ve come across articles from well respected thought leaders who lay out prospecting cadences that cross the line of being a pain in the ass. Things like leaving a voicemail, immediately sending an email and … continue reading »

How To Use “Pattern Interrupts” When You Cold Call

Posted November 9, 2018

Chip Heath, co author of Made To Stick once said; The most basic way to get someone’s attention is this; Break someone’s pattern! That statement has prospecting written all over it! Too many times, we find ourselves knee deep in a pattern of; We call, they blow off the call and let it go to … continue reading »

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