According to Nancy Calabrese, cold-calling is just networking by phone. It’s relevant because many people don’t do it anymore. It will help you stand out. People feel it doesn’t work because they don’t do it enough. If you’re not practicing daily, you’ll get rusty.

It all starts with your mindset. You’re just having a non-salesy conversation with a decision-maker to decide if you’re a good fit for each other. You have to build your cold-calling courage muscles. Nancy shares her successful cold-calling strategies in this episode of Sales Reinvented!

Outline of This Episode

[1:01] Is cold-calling still relevant?
[1:54] The art and science of cold-calling
[3:17] How Nancy prepares for cold-calling
[4:39] How Nancy captures someone’s interest
[6:47] How to keep a cold call engaging
[7:54] Measuring the success of a cold call
[9:57] Nancy’s top three cold-calling dos and don’ts
[12:00] How to handle an objection

Resources & People Mentioned

When They Say No

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Build Your Cold-Calling Courage with Nancy Calabrese, Ep #401