30 Minutes to President's Club | No-Nonsense Sales #173 - Club Playbook: How to cold call (ft. Morgan J Ingram)
12 snips
Jun 5, 2023 AI Snips
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Transcript
Episode notes
Fisherman Framework For Calls
- Cold calling maps to three distinct stages: Waiting, Bite, and Fight using the Fisherman framework.
- Structuring calls around those stages increases repeatable opportunity conversion.
Cold Calling Is Like Fishing
- Morgan compares cold calling to fishing: you cast, wait hours, and sometimes struggle to reel in a catch.
- That metaphor explains why structuring the call stages matters to catch and convert more prospects.
Use The PLA Opener
- Use two openers: the PLA (Pleasant, Laugh, Arms-up) to create levity and approachability.
- Thank the prospect, inject a light laugh, and adopt an 'arms-up' body framing to seem unassuming.