This week, we talk about the qualities of pushiness and aggression. Under what circumstances should you adopt a more aggressive position than you normally would on a call? We discuss the right time and place for this kind of approach. We also talk about some techniques you can use to diffuse aggression when you face it from the person you are calling. Humour is important!

As usual, please direct any questions, comments and questions to mike@coldcallingpodcast.com and greg@coldcallingpodcast.com

 CCP012 - Pushiness and Aggression [26:48m]: Play Now | Play in Popup | Download (4874)

This week, we talk about how to stay on track when you are calling, and discuss some ways you can stop yourself getting distracted or derailed when cold-calling.

From an equipment perspective, we explore the benefits of binaural headsets and telephones with “last ten” redial functions. We also look at ways to make sure you are mentally and psychologically prepared for a calling session, and share experiences of what can happen when you don’t prepare yourself adequately!

Finally, we have some news regarding our new website. Please contact us at mike@coldcallingpodcast.com or greg@coldcallingpodcast.com with any comments, suggestions, questions or feedback.

 CCP011 - Staying On Track [30:26m]: Play Now | Play in Popup | Download (5052)

In this weeks episode, we talk about how you can use Social Networking websites such as LinkedIn and SoFlow to warm up your cold calls. These websites can be excellent sources of information, in that they provide you with ammunition to make your opening pitch more relevant to the person you are targeting. They are also really useful when you know the job title of your target, but not their name.

We also talk about how Google Alerts can help you when you are calling C-level and other senior executives.

Please keep sending your comments, questions and feedback to mike@coldcallingpodcast.com and greg@coldcallingpodcast.com.

 CCP010 - Warming Up Your Cold Calls [28:02m]: Play Now | Play in Popup | Download (5548)

Following requests from a number of listeners, this week we go right back to basics and talk about the key things to take into consideration if you are new to business cold calling. Here are the first few pieces of advice. Listen to the podcast to pick up some more…

• Don’t believe people who tell you that cold calling doesn’t work
• Set realistic targets, don’t bite off more than you can chew
• Listen to how more experienced colleagues do it & copy what works for you
• Be critical. Take advice (particularly from sales managers) with a large dose of salt
• Be yourself - don’t put on an act
• Do it! Make the calls!

As usual, send any comments, questions and feedback to mike@coldcallingpodcast.com and/or greg@coldcallingpodcast.com

 CCP009 - Cold Calling For Newbies [25:18m]: Play Now | Play in Popup | Download (5214)