From the monthly archives:

November 2006

CCP020 – Objection Handling When Cold Calling

by mike on 28 November, 2006

 
icon for podpress  CCP020 - Objection Handling [23:54m]: Play Now | Play in Popup | Download

On this, our twentieth episode, we talk about five common types of objection you might face when cold-calling, and how to deal with each one. The five most common are:

  • Send me something in the mail
  • We already have one of those
  • We don’t have that problem
  • It’s not a priority for us right now
  • (on second call) I didn’t get a chance to look at your stuff yet

We also talk about the difference between sincere and insincere objections, and how to recognize, and deal with, each.

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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CCP019 – Finding Direct Numbers II (The Sequel)

 
icon for podpress  CCP019 - Direct Numbers II (The Sequel) [17:27m]: Play Now | Play in Popup | Download

This week, we revisit a topic we covered a while back in show number 2 – Finding Direct Numbers.
Hot on the heels of last weeks episode, where we covered how to find target names using LinkedIn, we felt this would be a good time to explain again some of the more useful techniques for finding [...]

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CCP018 – Linking Up to New Prospects

 
icon for podpress  CCP018 - Linking Up to New Prospects [15:20m]: Play Now | Play in Popup | Download

This week, we focus exclusively on LinkedIn (www.linkedin.com) as a means of finding new prospects to call. LinkedIn is an absolute goldmine when it comes to finding target individuals, so long as you know how to get the best out of it.
We talk you through how to use the People Search function to best effect.
If [...]

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CCP017 – Cultural Differences When Cold Calling

 
icon for podpress  CCP017 - Cultural Differences [24:26m]: Play Now | Play in Popup | Download

On this weeks show, we talk about cultural differences. How should you change your approach when cold-calling decision makers who are based in a different country, or who come from an entirely different culture, to your own? What works in the US does not necessarily work in the UK, and vice versa.
Additionaly, we talk about [...]

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