Posts tagged as:

objection handling

CCP030 – When to Stop Cold Calling

by mike on 24 April, 2007

 
icon for podpress  CCP030 - When to Stop Calling [26:10m]: Play Now | Play in Popup | Download

In this week’s episode of The Cold Calling Podcast, we talk about valid and invalid reasons for stopping cold-calling specific individuals and moving on to new targets.

We discuss sincere objections versus insincere objections, and ways to pre-empt sales objections so that you’re staying on track during the cold call and not moving away from what could be a valid prospect.

And we have a unique formula for you to determine when it is actually time to move on:

x=(I/N)-T

Confused? You won’t be if you click on the play icon above to listen to the podcast.

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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CCP024 – Steering Conversations When Cold Calling

 
icon for podpress  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, [...]

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CCP020 – Objection Handling When Cold Calling

 
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 [...]

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CCP013 – Questioning Techniques on the Cold Call

 
icon for podpress  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 [...]

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CCP004 – Dealing With Rejection on the Cold Call

 
icon for podpress  CCP004 - Dealing With Rejection [34:02m]: Play Now | Play in Popup | Download

This week, we discuss a range of issues to do with rejection, including types of rejection, how to deal with it, and ways to minimize the likelihood of it happening.
We start the show with some feedback from a couple of listeners (thanks Jon and Katerina!), then go on to discuss:
- Reasons for call reluctance
- Ways [...]

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