From the monthly archives:

August 2006

CCP008 – Cold Calling with the RIGHT Value Statement

by mike on 29 August, 2006

 
icon for podpress  CCP008 - The RIGHT Value Statement [36:06m]: Play Now | Play in Popup | Download

In this weeks episode of The Cold Calling Podcast, we go into more detail on the subject of value statements, and discuss some alternative approaches you could use, based upon your industry, product or service.

We explore the following eight approaches (along with various combinations) and discuss when they might be most appropriate:

  1. Name-dropping approach
  2. Assumed problem approach
  3. Consumable/raw material approach
  4. Hot topic approach
  5. FUD approach
  6. Getting to know you approach
  7. Cyclical approach
  8. Vacuous bullsh*t approach

If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more.

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CCP007 – Cold Call Objectives

 
icon for podpress  CCP007 - Call Objectives [27:28m]: Play Now | Play in Popup | Download

In this week’s show, we talk about the objectives of the cold call. What exactly do you want to have achieved by the end of the call? We discuss how to stick to your objectives whilst keeping them realistic and achievable, and cover some useful techniques to use when closing for a meeting.
If you would [...]

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CCP006 – Your Opening Pitch on the Cold Call

 
icon for podpress  CCP006 - Your Opening Pitch [32:22m]: Play Now | Play in Popup | Download

This week, Greg and Mike talk about ways to open the call and make the initial pitch. We discuss the opening 15-30 seconds (the “positioning” statement) and the lead-in to the value proposition. We also talk about a couple of our own pet hates, which we definitely would NOT recommend leading in with.
If you would [...]

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