Cold Calling Tips and Tricks at Your Fingertips

Get your biweekly dose of Cold Calling inspiration right here. 

I’ll cover topics ranging from what to say and what not to say all the way to making your potential client feel validated, how to form genuine connections, staying motivated when you’re dragging, studying speech patters and intonation, how to remain in control of the conversation and managing the gatekeeper.

He said “No.” Now what? Part I

A professional Cold Caller needs to recognize that this is not a date – social rules do not apply here: “No” doesn’t always mean “Never.” Your first assignment is to determine why your potential client is refusing, and only then you can focus on what exactly he’s refusing. Today, we will examine the why.


The Gatekeeper Question: Your Wing Man

You’d think, by now, given all of the technological advances available to us especially in the social arena – that dating would no longer be an awkward, pride swallowing, potentially self esteem annihilating venture. You would be wrong.

Enter the dating man’s best asset: The Wingman. In military terms, a wingman is your partner; the man who will never leave your side even when the chips are down. Think Goose.


Mastering Cold Calling via Drivers Seat Methodology

One of the most important concepts to embrace when Cold Calling is called Driver’s Seat Methodology. I have worked on this concept for many years, fine-tuned it, and utilize it every day. I’ve trained salespeople worldwide how to gently take control of the conversation – to DRIVE it.


Never Answer an Unasked Question

Geoffery James wrote an article for his Sales Source column on which included a sales tip that resonated with me: Never answer an unasked question. He says: “It’s easy to scuttle a sale by raising issues that haven’t yet entered a prospect’s head. Such behaviour usually occurs when you’re so afraid of losing the sale that you begin surfacing (and answering) objections that exist only in your own paranoid imagination.”
Right he is.


A Smile is Worthwhile

Scientists agree: smiling is contagious.

Even an initially fake smile can trigger a heightened sense of genuine satisfaction and joy for the smiler and those around him.

We all have bad days, but real smiles (and even copies of them) can actually improve our moods, and therefore our lives.


Validate Your Clients and Close the Sale

Everyone wants (needs, really, whether they admit it or not) to be validated.

Validation is how we feel important as individuals, how we end up feeling that we are making a unique contribution, and that someone is paying attention. Validation makes us feel special.

Not only that, it’s the best Cold Calling Strategy out there.


The Cold Call Process

There is a process to every piece of our daily lives, and we’ve often perfected the best or most efficient way of accomplishing the things on our lists.

Today we’re going to dissect and examine the Cold Call Process so I can show you, step by step, each important ingredient and how to maximize your knowledge and efficiency.


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