30 Minutes to President's Club | No-Nonsense Sales
238 (Sell) Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)
Aug 6, 2024
Josh Braun, an expert in cold calling and founder of Braun Training, shares invaluable insights into effective sales techniques. He emphasizes starting calls by recognizing what prospects might already know and addressing their objections upfront. Braun discusses the importance of highlighting a prospect's challenges by contrasting their current state with the potential benefits of your solution. He also encourages asking targeted questions to uncover specific problems while crafting relatable problem stories to enhance engagement and drive sales success.
40:03
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Quick takeaways
- Engaging cold calls should begin by presuming the prospect has researched the solution, enabling a discussion around any unmet needs or objections.
- Salespeople must articulate the contrast between a prospect's current problems and the benefits of their solution to foster deeper understanding and engagement.
Deep dives
Actionable Cold Calling Techniques
The book on cold calling provides a detailed breakdown of the cold call process, offering step-by-step guidance complete with specific talk tracks. This structured approach aims to empower sales professionals to explain their offerings more effectively, inspiring prospects to engage. By using real-world examples from 200 elite sellers, the book ensures broad applicability regardless of what is being sold. It emphasizes the importance of mastering tone through included QR codes that link to voiceovers, making it easier to connect with potential clients.
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