30 Minutes to President's Club | No-Nonsense Sales #366 - Cold Calling Sucks: Full Book Summary
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Oct 4, 2024 Nick and Armand, co-authors of the best-selling book on cold calling, dive into effective sales techniques that can transform your approach. They unpack key strategies for mastering the first 60 seconds of a call and tackling common objections, revealing that dismissive responses often stem from discomfort. Listeners learn how to engage gatekeepers and leave compelling voicemails, boosting email response rates. Throughout, they emphasize actionable frameworks in their book that promise to elevate cold calling success.
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Effective Cold Call Openers
- Avoid canned openers like "Did I catch you at a bad time?" or "How's your day going?".
- Use context-first openers like the "Heard the name tossed around" or "Tailored permission" openers.
Heard The Name Tossed Around Example
- Arman used the "Heard the name tossed around" opener while selling life insurance and compensation software.
- He'd mention working with similar clients to build rapport, even as a young, unknown salesperson.
Tailored Permission Opener Example
- The tailored permission opener uses research to justify the call while acknowledging it's a cold call.
- Nick provides an example of selling billing software, referencing a prospect's recent press release about a new office.