From the course: Cold Calling Mastery
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Listening during cold calls
- So here's one of own personal tips. Whenever I've started a new sales job, this is the first thing I've done. Is on a little Post-It note, I've written the words, "Shut up and listen". It's aggressive but it's to the point. And it reminds me, I look at it all the time, and it reminds me the 80/20 rule: Make sure I'm not talking the most. Make sure I'm asking the right questions and then not saying anything. Remember, if a CEO is making a call or calling you, they wouldn't rabbetting on the whole time. They would just be silent and they would be composed and they would be waiting for your answers. Now as a good little trick that somebody taught me that is scarily effective which is just be silent, for longer than you think is right. For more than is socially acceptable but just see what happens. So you ask the question and you say, "How are you finding your IT supplier?" And they'll answer the question. And then…
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