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Tips & Tricks

CCP024 – Steering Conversations When Cold Calling

by mike on 23 January, 2007

CCP024 - Steering Conversations [24:42m]: Play Now | Play in Popup | Download

This week on the Cold Calling Podcast, we discuss some techniques you can use to steer telephone conversations in the direction YOU would like them to go, rather than be at the mercy of the person you are calling.

We stress the merits of recording your conversations, so you can listen back and fine-tune your approach, and we cover various tips and tricks you can use, including the use of “loaded” questions, silence, interruptions and changing the subject, to give you control of the conversation.

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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CCP023 – Using Feedback When Cold Calling

CCP023 - Using Feedback for Leverage [28:37m]: Play Now | Play in Popup | Download

Hello and Happy New Year!
For our first episode of 2007, we discuss how to leverage information you might uncover on one call, on your next and subsequesnt calls.
Using this technique can make your cold calling much more effective. Leading in with “inside information” that is both relevant and topical to the prospect you are calling, [...]

CCP021 - Trapped! [17:39m]: Play Now | Play in Popup | Download

On this week’s episode, we talk about easy it is to get trapped when you’re cold calling. There are a number of ways you can be trapped, including:
- By personal assistants and secretaries
- By middle managers and control freaks
- By decision makers who don’t move things forward
- By voicemail
We discuss ways to avoid falling into [...]

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 [...]

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 [...]

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 [...]

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 [...]

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

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 [...]

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

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 (!)
If you would like personal, one-on-one cold [...]

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

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 [...]

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

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 [...]

← Previous Entries

Tips & Tricks

CCP024 – Steering Conversations When Cold Calling

CCP023 – Using Feedback When Cold Calling

CCP021 – Trapped!

CCP020 – Objection Handling When Cold Calling

CCP019 – Finding Direct Numbers II (The Sequel)

CCP018 – Linking Up to New Prospects

CCP017 – Cultural Differences When Cold Calling

CCP015 – The Numbers Game

CCP013 – Questioning Techniques on the Cold Call

CCP012 – Pushiness and Aggression on the Cold Call

CCP010 – Warming Up Your Cold Calls

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