The "Science" of cold-calling encompasses the things that almost anyone could implement in a few minutes of training or by using a script. You use an opener, deliver a pitch, talk next steps, and close—all while keeping it short and sweet.
Zoya believes that there are best practices that fall between the art and the science. They're concrete things that you can implement, such as keeping the conversation focused on your prospect—not the product.
The "Art" of cold-calling encompasses the things that are difficult to teach, such as tone, tact, confidence, and sales and business acumen. Those things dictate a salesperson's ability to get a prospect to open up.
The only way to improve and get better is to practice—which can be accelerated with a good coach. In this episode of Sales Reinvented, Zoya steps up into the coaching position to share how to master the art and science of cold-calling.
Outline of This Episode
- [1:22] Is cold-calling still relevant?
- [3:11] The art and science of cold-calling
- [6:06] How Zoy prepares for cold-calling
- [8:38] Zoya's simple yet effective opening line
- [11:23] Why Zoya is a fan of scripted guidelines
- [14:44] Indispensable tools for modern cold-calling
- [18:00] Zoya's top cold-calling dos and don'ts
- [24:47] How Zoya handles objections on a cold call
Resources & People Mentioned
- 6Sense
- Orum Power Dialer
- Practice cold calls with Hyperbound
Connect with Zoya Segelbacher
Connect With Paul Watts
Audio Production and Show notes by
PODCAST FAST TRACK
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