Podcast episode
Cold Calling Sucks: Full Book Summary
30 Minutes to President's Club4 Oct 202450 min
Description
Nick and Armand give an overview of all the content in their Amazon best selling book "Cold Calling Sucks (And That's Why It Works)" Order the book 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
If your prospect thinks you are like those other telemarketers, you're going to get rejected. And so that starts with the first words that come out of your mouth, which is why we've got two band openers that will show you the data on in a second that are not successful “because they get you instantly categorized as a telemarketer.” The first one is, did I catch you at a bad time? This one instantly says, hey, I'm a salesperson. I want to pitch you. Is now a good time? Folks, you're making a cold call. You're interrupting their day. Of course, it's a bad time.
There's a lot of data that shows people are more motivated to resolve pain than achieve gain. To get them to care about what we do, I'm going to lead with the pain, with the problem that I believe they're experiencing, to get them to care about the value of what we do. “And that's called a problem proposition.” Put the value proposition on its head. The key is, if you spend 80% of your time talking about the problem, that is what's going to demonstrate you as an industry expert that's not a rando that actually understands their space. If you think about any time you've actually listened to one of your friends' advice, it's
or flight state where their logical part of their brain shuts off. And they're just trying to find a way to get off the phone as quickly as possible. And so what you'll see is most objections that your prospects say to you on a cold call, they're not logical, thought out, reasoned objections. “They're actually reactions to the cold call.” Another way to think about it is most of the objections that you get are not to what you sell, it's objections to the interruption of your cold call. And in order to overcome those, we need to find a way to get them out of that fight or flight state and to turn their brain back on and get them listening to us again.