30 Minutes to President's Club | No-Nonsense Sales Cold Calling Sucks: Full Book Summary
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Oct 4, 2024 Nick and Armand, co-authors of the best-selling book on cold calling, dive into effective sales techniques that can transform your approach. They unpack key strategies for mastering the first 60 seconds of a call and tackling common objections, revealing that dismissive responses often stem from discomfort. Listeners learn how to engage gatekeepers and leave compelling voicemails, boosting email response rates. Throughout, they emphasize actionable frameworks in their book that promise to elevate cold calling success.
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Cold Calling Effectiveness
- Cold calling yields an average of two meetings for average reps and 18 for 75th percentile reps with 800 calls monthly.
- It also doubles email reply rates, making it worthwhile despite the low average.
Effective Cold Call Openers
- Avoid canned openers like "Did I catch you at a bad time?" or "How's your day going?".
- Use context-first openers like the "Heard the name tossed around" or "Tailored permission" openers.
Heard The Name Tossed Around Example
- Arman used the "Heard the name tossed around" opener while selling life insurance and compensation software.
- He'd mention working with similar clients to build rapport, even as a young, unknown salesperson.