Foreword
Introduction
Glossary
The Cold Call Process
1. Don't mumble
2. Know your stuff
3. Become familiar with whom you're calling
4. Think about why you are calling this specific person
5. Visualize your potential client
6. Listen to voice patterns
7. Don't ask for permission or validation!
8. Driver's Seat Methodology
9. Power buys from power
10. Don't get into a discussion
11. Sound natural
12. Be enthusiastic!!!!!
13. Throw in humor whenever you can
14. Move in when your potential client hesitates
15. Don't make a call when you're feeling down or low on energy
16. Motion creates emotion
17. Set a goal for the day
18. When you're on a roll, don't stop to celebrate
19. Learn how to ask open-ended qualifying questions and ask them!
20. Playing Dumb is not stupid
21. Decision Influencers vs. Decision Makers
22. Finish administration after every call
23. Plan and fire your pitch
24. Rebuttals
25. Plan a follow-up
26. Know how to get past the gatekeeper
27. Don't give up and don't let go
28. Think outside the box
29. Try multiple telephone extensions
30. How to leave a voice mail
31. Use first names (Not Mr. X.)
32. Let your potential client do the buying
33. Criteria for a qualified appointment
34. BE PROACTIVE!
35. Repeat, conclude, suggest
36. Pool talents with your colleagues
37. Seeding is harvesting
38. Qualify till you die
About me
Acknowledgements
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