Giulio Segantini’s Three-Step Objection-Handling Process, Ep #411

Cold-calling may not be the cornerstone of sales like it used to be but it’s still relevant, according to Giulio Segantini. But we must adapt it to today’s world. He believes that it comes down to science. 

There is psychological evidence to backup the best way to cold-call. It’s obvious what you should and shouldn’t do. You have to listen and ask the right questions and let the person sell to themselves. 

So how does Giulio do it? He shares his cold-calling techniques in this episode of Sales Reinvented.

Outline of This Episode

• [0:45] What is cold-calling? Is it relevant today?
• [1:19] The science of cold-calling
• [2:25] How Giulio prepares for cold-calling
• [3:34] Giulio’s effective opening techniques 
• [4:32] How to keep a cold call engaging
• [6:55] The ideal length of a cold-call 
• [7:55] Tools and technology to leverage
• [10:26] Giulio’s top cold-calling dos and don’ts
• [12:45] How Giulio handles objections/rejections

Resources & People Mentioned

• Trellus

Connect with Giulio Segantini

• Connect on LinkedIn
• Follow on Twitter

Connect With Paul Watts 

• LinkedIn
• Twitter 

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