Authenticity and Structure in Cold Calling

In this chapter, the speaker discusses the goal of having an authentic conversation during a cold call, breaking through the typical dynamic between the prospect and the seller. They introduce the concept of a permission-based opener and outline the structure of a cold call, including the intro, hook, and close. The speaker emphasizes the importance of avoiding sounding like a telemarketer and shares examples of phrases that are telltale signs of a telemarketing call.