Overview
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Become an expert at cold calling: making cold calls for lead generation, sales, and business development.
Syllabus
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Introduction
- Get over the fear of cold calling
- The right mindset
- The unfortunate truth
- Various techniques
- What is a salesperson's talent?
- The big three
- Get confident
- Worst or best case scenario
- Tip 1: Swallow the frog
- Tip 2: Always have a reason
- Tip 3: Gamification
- Tip 4: They're humans too
- Personalize it
- Be prepared
- Research them
- Your environment: Notes and calendar
- Why have an elevator pitch?
- Five pitch must-haves and FAB
- Don’t underestimate the power of preparation
- Dealing with the gatekeepers
- Who they are, and their role
- Five methods
- Be nice but creative
- Introduction and tips
- Opening and hook
- Bridge and qualifying
- Close
- Closing advice on scripts and structure
- Introduction and why
- What is BUNTA?
- The most important question
- Open questions
- My secret Post-it
- Put it all together
- How to deal with rejection and objection
- Get over it
- Getting around it and types of no
- Peel the onion
- Feel, felt, found
- Wrap up and asking why
- Aftercare
- Getting the next step
- My best source of leads
- Relationships, CRM, and permission
- Minimize time wasted
- Top three recap
