Cold Calling with Confidence
If you’ve ever felt a little uncomfortable approaching a stranger at a networking event and then...
Why are Salespeople Afraid of Making Cold Calls?
When you’re sending an email to a prospect that you don’t know, you can take your time to write...
The Secret to Successful Cold Calling
As many of my readers know, I teach sales professionals, territory representatives and business...
How Many Cold Calls Should I Be Making Per Hour?
If you want to become brilliant at cold calling, you need to determine how much time you will...
Prospecting Time on the Telephone is a Sacred Time
If you want to become brilliant at cold calling, you need to determine how much time you will...
Will I Always Be Cold Calling New Prospects for an Hour at a Time?
When you’re first starting in sales or when your sales pipeline is looking a little empty, cold...
How Much Time are You Going to Invest Each Day or Week Cold Calling?
If you want to become brilliant at cold calling, you need to determine how much time you will...
Practice Yourself by Recording Your Cold Calling Conversation
One of the most effective, and most overlooked, ways to improve your cold calling skills is to...
What Should You Include in an Introductory Script?
One of the most common questions I’m asked when training salespeople across Australia, whether...
Use an Introductory Script, But Never Sound Scripted
There’s a reason movie directors provide actors with a script. A film only works when every actor...
Who are Your Ideal Prospects?
So, you’ve decided to start cold calling, great! Even committing just one or two hours a week is...
What are Your Beliefs About Cold Calling?
It was Henry Ford, the famous founder of the Ford motorcar company who once famously said, “If you...
Do You Have a Value Statement?
We have spoken about the importance of creating value in previous blog posts, so it’s important to...
Putting Ideas in Prospects’ Heads Through Cold Calling
It’s fair to say that the majority of prospects you call aren’t necessarily thinking about a...
The Question You Should Avoid Asking the Prospect
A mistake I see many inexperienced salespeople make is to ask the prospect if they are free or if...
It’s Okay to Be a Name Dropper
A prospect may not have heard about your organisation, but chances are they know other businesses...
If a Prospect Doesn’t Like You, It is Unlikely She Will Buy From You
Never forget that we buy from people be like. You can probably count on one hand the number of...
How Can I Improve the Impression I Make Over the Phone?
At the time of writing this blog post, 99% of all introductory calls are made using either a...
What is the Most Important Thing to Do During a Cold Call?
The most important thing you should be aiming for a cold call is to grab your prospect’s...
3 Types of Value that Interests a Prospect When You Speak to Them on the Phone
In an earlier blog post, I mentioned that a prospect might want to discuss further if they feel...
What You Say in the First Few Seconds on the Phone
Whatever it is you say, it needs to be short and catchy. When the prospect picks up the phone, he...
Should I Leave a Voicemail If The Person is Not There?
If you are reading this article and you have already had experience making cold calls, then you...
How Long Should A Cold Call Take?
Generally, a cold call should only be for a few minutes. The only time it should go longer is if...
What Is A Cold Call?
A good definition is the following: “A cold call is a telephone call that you make to someone in...
What is the Primary Purpose of a Cold Call?
Personally, I don’t think the purpose of a cold call is to make a sale - especially if you are...
How Many Cold Calls Does It Take to Make a Sale?
If we think about making phone calls to suspects (individuals who are not expecting a phone call)...
Successful Cold Calling Means Understanding How a Sales Funnel Works
Regardless of what you sell, one of the most important lessons in professional selling and...
Social media off. Outlook closed. Ready to roll.
When you are about to make cold calls, say at 10 AM on Friday morning, it is important that you...
Always Ask For Feedback From Salespeople Who Are Better Than You
Ask someone good at cold calling to listen to you make 20 to 30 minutes worth of calls and...
Mention an Organisation You Have Been Working With Within Your Prospects Industry
One way you can get your prospect to pay attention to you for the next 20 to 30 seconds when...
Why the First 10 Seconds of A Cold Call is Critical
Let me put it bluntly. If a customer does not like the sound of your voice or what you are saying...
3 Parts of an Introductory Cold Calling Script
I’m often asked how to write cold calling scripts. We spent a fair bit of time doing this during a...
Two Things That Motivate Human Beings
There are only two things that motivate people in any aspect in life. They are, pleasure and pain....
Don’t Blow Your First Cold Call By Talking About Your Company
I’ve seen many well-meaning sales professionals completely blow the opportunity for a...
How Many Phone Calls Does it Take to Close the Sale Ultimately?
There has been a lot of research conducted over the last few decades to answer that...
Is Cold Calling A Number’s Game?
The short answer is yes. However, you can increase the odds in your favour by cold calling...
Prospecting is the Sales Engine that Drives Your Organisation
Just remember that nothing in the world ever happens in business until someone sells something....
How Do You Get to Carnegie Hall?
One of the most famous landmarks in Manhattan is Carnegie Hall. It’s a venue where the world’s...
LinkedIn Prospecting Tips: Replace Cold Calls with Smart Outreach
There was a time when sales reps relied on the Yellow Pages to find new business. You’d flip...
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