This week, we talk about the difficulties of actually dipping more than a toe into the Cold Calling water. We are aware that a lot of our listeners find it hard to actually submerge themselves in cold calling, so we talk through some tips and techniques to actually get yourself more into it.

And for the “old hands” who have been cold calling for a long time, we talk about the dangers of getting complacent, and provide some pointers on ways to stop that from happening.

Please e-mail mike@coldcallingpodcast.com or greg@coldcallingpodcast.com with any suggestions, comments, feedback, etc.

 CCP016 - Is The Water Too Cold [21:46m]: Play Now | Play in Popup | Download (3534)

This week, we talk about numbers. Can you really double the number of appointments you get by doubling your number of calls? What if it is not possible to double your calls? We look at three other ways you can get your numbers up, namely:

• Reaching the decision maker more often
• Making your value statement more compelling
• Doing more qualification on the call itself

If you have any thoughts or comments on this (or any previous) episode, please e-mail mike@coldcallingpodcast.com or greg@coldcallingpodcast.com, or feel free to leave a comment on our website. Its always good to hear back from listeners.

 CCP015 - The Numbers Game [22:12m]: Play Now | Play in Popup | Download (3649)

This weeks episode of The Cold Calling Podcast is directed squarely at business owners. If you own your own business, and you are hitting the phones in order to find new customers, what are some of the key things you should be thinking about? How can you use the fact that you are the President or the CEO of the firm to your advantage when cold calling?

Greg provides some insights from his own perspective, on the different approaches he takes when calling on behalf of his own firm (Elicit Intelligence) versus when he calls as an “inside sales” person on behalf of an Elicit client.

We always appreciate your feedback, so please keep sending it in to mike@coldcallingpodcast.com or greg@coldcallingpodcast.com.

Also, check out the SalesRoundup Podcast at www.salesroundup.com if you want some great tips on how to progress and manage the sale beyond the Cold Call.

 CCP014 - For Business Owners [16:03m]: Play Now | Play in Popup | Download (3495)

This week, we have a special edition of the Cold Calling Podcast, where we focus exclusively on Zubka, a new company that will allow listeners to find better jobs for people they know and to find people for jobs they know about.

The reason we are devoting an entire episode of the Cold Calling Podcast to Zubka, is that is it provides a perfect way to monetize your contact network.

We interview David Shieldhouse, co-founder of Zubka, who explains how it all works.

As usual, please contact mike@coldcallingpodcast.com or greg@coldcallingpodcast.com with any comments, questions, suggestions or feedback.

 CCP Special Edition - Zubka [26:02m]: Play Now | Play in Popup | Download (3531)

In this weeks podcast, we talk about various different types of questioning techniques and when to use them. We dicsuss open and closed direct questions, as well as the following types of indirect or inferred questions:

• Tonal
• Latent
• Assumptative
• Injected/Interrupting
• Mindset

We also introduce the concept of “Creditability”, and Greg does some poetry reading (!)

Please continue sending your feedback to mike@coldcallingpodcast.com, or feel free to leave a comment on this site.

 CCP013 - Questioning Techniques [31:46m]: Play Now | Play in Popup | Download (4376)