Cold Calling Mastery

Become an expert at cold calling: making cold calls for lead generation, sales, and business development.

Introduction

• Getting over the fear of cold calling

1. Initial Tips

• Cold calling mindset
• Finding your sales style
• Cold calling techniques
• What is a salesperson's talent?
• Three cold calling tips

2. Getting over the Fear

• Cold calling confidence
• The best and worst case scenarios of a cold call
• Getting on with sales calls
• Always have a reason to cold call
• Gamification of cold calling
• Selling to other humans
• Personalizing cold calls

3. Preparation and Scripting

• Preparing for cold calls
• Researching your prospect
• Your sales environment
• Have a great elevator pitch
• Pitching your product well
• Why preparing for a cold call is important

4. Gatekeepers

• Dealing with the gatekeepers
• Who gatekeepers are
• How to get past gatekeepers
• Winning over gatekeepers

5. Script and Structure

• How to write a cold call script
• Writing an opener and hook
• Writing a bridge and qualifying question
• How to close a cold call
• Tips for cold call scripts and structure

6. Qualifying

• How to qualify sales opportunities
• Using the BUNTA sales technique
• The best sales question to ask
• Using open questions in sales
• Listening during cold calls
• Why sales qualification is so important

7. Rejection and Objection

• How to overcome sales objections
• Call calling rejection and getting past it
• Getting around objections and rejection in sales
• Using the "peel the onion" technique in cold calls
• Using the "feel, felt, found" technique in cold calls
• Tips for rejection and objections in cold calls

8. Aftercare

• How to keep servicing the prospect
• Getting next steps in cold calls
• Using your calendar to find sales leads
• Maintaining relationships with prospects with sales calls
• Cold calling time management

Conclusion

• Cold calling tips and advice