Author
Released
2/19/2020This course was created by Miles Croft. We are pleased to host this training in our library.
- Increasing your cold calling conversions
- Identifying your most profitable leads
- Overcoming fears of making calls and getting rejected
- Acquiring vital customer information
- Staying motivated on slow and tough days
- Building rapport over the phone
- Measuring your personal stats and performance
Skill Level Beginner
Duration
Views
- Hello, my name is Miles and welcome to my course about cold calling. I'll be telling you everything that I've learned in my years of sales, and that I've learned from making my own calls, from watching colleagues making calls, reading books, listening to podcasts, pretty much everything I can do to learn more. So I've been in sales for years and in all of those jobs I've been doing cold calls. I've worked in retail, in software, in IT, in services, and property, and a whole lot more. In this course, I'll be telling you how to get over the fear, how to prepare your script, how to actually make the call itself, qaulify the leads, get past the gatekeepers, follow up effectively, and a whole lot more. So without further ado, let's get on with the course.
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Introduction
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1. Initial Tips
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Various techniques1m 26s
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The big three3m 15s
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2. Getting over the Fear
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Get confident38s
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Worst or best case scenario2m 13s
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Tip 1: Swallow the frog1m 34s
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Tip 2: Always have a reason2m 36s
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Tip 3: Gamification1m 31s
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Tip 4: They're humans too1m 35s
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Personalize it1m 15s
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3. Preparation and Scripting
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Be prepared1m 16s
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Research them2m 50s
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4. Gatekeepers
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Who they are, and their role1m 39s
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Five methods4m 2s
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5. Script and Structure
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Introduction and tips1m 9s
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Opening and hook2m 36s
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Bridge and qualifying1m 43s
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Close1m 56s
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6. Qualifying
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Introduction and why1m 24s
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What is BUNTA?5m 48s
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The most important question1m 37s
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Open questions1m 1s
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My secret Post-it1m 47s
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7. Rejection and Objection
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Get over it1m 1s
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Peel the onion2m 9s
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Feel, felt, found2m 55s
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8. Aftercare
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Aftercare38s
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Getting the next step2m 15s
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My best source of leads2m 34s
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Conclusion
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Top three recap1m 48s
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Video: Get over the fear of cold calling