Salespeople who don’t master cold-calling technique do one of two things (both bad): First, they fail to get through to the right person, which means their dialing conversation rate is way too low. Second, when they do get through, their opening creates resistance, not interest. The prospect bristles, puts up the defenses, and begins thinking of ways to get rid of the caller. In both instances, reps get terribly frustrated and cold-calling falls to the bottom of their priority list.
Problem is, cold calling is an absolutely ESSENTIAL selling skill. Those who master it get phenomenal results. In this 60-minute session, cold-calling expert Art Sobczak will show you and your team why top salespeople put cold-calling near the top of their priority list and why they don’t see it as a source of stress and frustration.
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