Some advice if you decide to try my approach
*Practice saying this a lot
*Your intention matters
*Operate from curiosity*
*Be indifferent to the outcome
*The objective is to have a conversation
*Whether they say yes or no doesn’t matter
What does matter on the call?
Listen really well to what’s been said, what’s been inferred, what’s been missed, and learning to read between the lines.
Having made over 220,000 cold calls I’ve developed acute sensory skills in listening to the tone, rate of speech, pauses, and stutters and what they mean. Understand what’s going on in the mind of the caller.
Understand their psychology, their attitudes, their behaviors, and their beliefs. So when you get to that meeting you have a good idea of how to proceed
This understanding allows you to change the strategy on a call in milliseconds, so qualify well and get the meeting, or end the call.
These skills can be trained.
There’s a lot more to cold calling than what most people realise.
Master this… you master your pipeline
