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Do you ever get nervous when it comes to cold calling? Well congrats for being human! There’s a saying that many people are taught when they learn public speaking that goes something like this; “The feeling of ‘butterflies’ in one’s stomach never completely goes away, but you CAN teach them to fly in formation” Today, we’re going … continue reading »

The problem with most cold calls is that they all pretty much start the same way with a “How are you”, “The purpose of my call is _________”, or worse yet; An immediate pitch! When you start a call the same way as the recipient is used to; You create a stimulus/response situation and the … continue reading »

When it comes to prospecting, there’s a really simple tactic that will help you change up your messaging; Always leverage what you’ve been given! For example, it’s the end of summer, and Labor Day is rapidly approaching here in the U.S. Work that into the conversation. Prospecting on a Friday? Work that into the conversation. … continue reading »

I’m sure it wouldn’t shock you if I told you that many people in business, mentally check out on Fridays. That’s why YOU should utilize “Friday Specific Messaging” in your prospecting cadence! And what is “Friday Specific Messaging”? Messaging that addresses things that your prospects are either thinking about and/or experiencing on Fridays. Some are … continue reading »

According to LeapJob, 98% of our cold calls end with failure, but; The problem ISN’T with the act of cold calling; It’s more of a testimonial to the lack of phone skills the average sales rep brings to the party! The average sales rep misses 2 critical components when it comes to cold calling; 1) … continue reading »

I have a cold calling tip for you that you’ve probably NEVER heard before let alone implemented. Ready? Get in the habit of either using your webcam or your smartphone to video yourself as you make SOME of your cold calls. And no, you’re not broadcasting, you’re actually creating “game tape” that will give you … continue reading »

Let’s pretend you’re a decision maker. Try to imagine the number of interruptions you would face on any given day! Now continue to imagine, a phone call (one of many that day) taking you away from the overabundance of things on your plate. How quickly would you judge the value in continuing, versus getting back to … continue reading »

Decision makers haven’t gotten really good at making quick decisions when it comes to their time and how they’re spending it; Like whether or not to hear you out when you cold call them. What you say in the first few seconds of a cold call can easily determine your fate, so; How can you … continue reading »

How can you possibly get a decision maker’s attention and gain control within the first few seconds of a cold call; Without being a jerk! Simple, you ask a question, and; Not just any question, you ask a FRAMING Question. Before I get into the details it’s important that you realize something; It doesn’t matter if … continue reading »

There are many things that increase the probability of a phone objection, here’s a partial list to help you raise your awareness; You Have An AMAZING “TOURNIQUET” But You’re Calling Someone Who DOESN’T Have The Same URGENCY As Someone Who Is “Bleeding”! You DIDN’T Give Them A Good Enough Reason To Hear You Out And/Or Meet … continue reading »