Congratulations & Welcome!
- Congratulations! Welcome to Cold Call 101: How to Cold Call like a Boss
- How this course is setup and how you should use the content
Module 1: Understanding Your Self Image
- Download the Power Point Slides, Exercises for this course
- Fears and anxieties before calls are signals of a struggle and possible self-image problem
- Exercise #1: Let’s attempt to explore our attitude toward different roles and uniforms.
- Exercise 1: How Do You Respond When They Call
- How did you do on this first Exercise? How did you relate to these uniforms or roles?
- ROLE PLAY: Corey and I role play a call from an emergency personnel: A Fireman Cold Call
- Exercise #2: Lets inventory our own Self-Image, Attitude, and Uniform Performance ranking
- Exercise Review: Your uniform performance is dictated by your attitude
- Here’s a different perspective on how you view your self-image: Are you saving the lives of your customers?
- We need to increase our self-image
- Examples of effective Positive Self-Talk
- YOUR BONUS: Sales Professional Daily Affirmations by Email. Sign-up. Say it once a day.
- A different perspective: Negative Self-Talk should trigger Positive Self-Talk
- Next: The big problem of protecting your attitude from other people
- ROLE PLAY: Corey takes out his frustration in life by hanging up on me.
- Avoiding and stopping power plays using the Drama Triangle
- The Karpman Drama Triangle
- ROLE PLAY: Corey Plays Role of the Rescuer in the Drama Triangle
- ROLE PLAY: Alex is is flaking out on our meeting that we had scheduled and playing the victim
- Another, yet important perspective on Power Plays
Module 2: Doing the right behaviors
- Before we start this module, we need a head check
- Using the Theory of Paradoxical Intention
- Using the Theory of Paradoxical Intention
- 3 1 3 Willpower 19
- Managing your Call activities with a Cold Call System Worksheet
- Next Step: Preparing to speak on your calls
- Your Cold Call Contract and 30 Seconds
- Demonstrating the Cold Call and Up-Front, Contract Power
- ROLE PLAY: Corey and I role play a successful Cold Call with Contract
- Another, yet important perspective on Cold Call Contracts. A job offer story
Module 3: The dark-ninja caller techniques
- Before we start you know the drill: Getting our attitude right
- Who are Gatekeepers and what are their jobs?
- Gatekeeper Secret Techniques that will make you squirm!
- Counter-intuitive Voicemail techniques: Bosses only
- Watch out that you'll get shut out with brochure requests.
- Dealing with pesky requests for brochures!
It's a Wrap: Congratulations!
- It's a Wrap: Congratulations!
