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Cold Calling Techniques, with Stephen Schiffman
In this episode we address one of the largest hurdles entrepreneurs face in their career: cold calling. We interview Stephen Schiffman, the leader and motivational sales trainer who literally wrote the book on cold calling. Stephen takes us through a strategy of cold calling techniques and the tactics you need to get an appointment. It’s an honor to have him join the Sales Babble sales podcast.
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Cold Calling Scripts, Tips and Advice
In the interview Stephen shared a cold calling process:
- The goal of a cold call is to get an appointment.
- You should always have a reason for calling e.g. I was working with a company like yours or my boss asked me to call you.
- Always always listen to what they say to find a “ledge”. A ledge is a statement you can use to further the conversation and search for reasons they would agree to meet.
- Keep asking questions to solicit enough interest that they agree to an appointment.
How to find Stephen Schiffman
In this podcast we mentioned the following resources:
- This is Stephen Schiffman’s website and LinkedIn page
- Here is one of the first books on sales I read “Cold Calling Techniques That Really Work”
- Stephen’s latest book “The Ultimate Book of Sales Techniques: 75 Ways to Master Cold Calling, Sharpen Your Unique Selling Proposition, and Close the Sale”
Breakthrough
Do you have set cold calling script that makes it easier for you to make calls? Or does the whole thing frighten you? Please take a moment and leave a comment on Sales Babble or the Facebook page . What’s the first thing that comes to mind when you think of cold calling?
Listen To Jill Konrath’s Cold Calling Script. Click here now!
What do you think?
Last weeks episode from Bob Terson generated a lot of interest in Sales Babble sales podcast and I really appreciate all the people who have taken time to Like us on Facebook and give us great reviews on iTunes. Thank you.
Lastly did you know on each Thursday there is a blog post posted on Sales Babble? Go www.salesbabble.com/blog to see our latest and greatest actionable advice on sales.
Again thanks so much for being here . I really appreciate it
20 Secrets of Sales Success
I have an opinion that’s contrary to what many people think. I believe anyone can learn sales. I reject the idea that you either “have it”, or you don’t. With practice and patience, I believe anyone can become proficient at finding clients, building relationships, and providing value. Let me prove it. Instantly download the 20 Secrets For Sales Success.
Cold Calling Tips
Let’s keep up the conversation on the Sales Babble sales podcast. Listen now!
- Master Your Cold Calling Fear With This 4 Step Script – Anniversary Episode #200
- Strictly Cold Calling – Success Strategies for Business Development with Kerry Heaps #160
- 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150
- Myths on Social Selling with Mark Hunter #142
- Cold Calling Role Play with John Trybulec #136
- 6 Simple Steps for Generating New Leads With Chris Helmers
- Secrets to Prospecting Like a Pro with Carrie Berens #120
- Stop Cold Calling Start Communicating with Odile Faludi #109
- How to Sell to the Obvious with Stephen Schiffman
- Sales For Start-ups with Mano Behera
The thought of cold calling is frightening. I have value to offer but the thought of interrupting a prospect in their busy day, the fear has procrastinating making the calls. This year I have to get this strategy sorted and grow the business. Will buy Stephan’s book. Thank you!
It’s surprisingly easy to do if you have the right mindset. I often call not to sell but to listen and ask for advice. Once you get into a conversation you can start asking qualifying questions. They won’t know it, you just sound interested in their problems. Eventually (and this takes time, maybe multiple phone calls) they will ask about you and what you have and you can share how you can help. The goal of the cold call is to build up a relationship. It’s not as hard as it looks if you have that goal in your mind.