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Episode #481: Is Cold Calling Really Dead?

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In today’s episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a hot topic all over LinkedIn: Is Cold Calling Dead?

The guys bring their own experience into the mix as they answer that very question. They each give some some thoughts on what cold calling should be used for and how to change your approach to it.

They’ll also give you some tips to use on your next cold call to get better results in the long run.

Also mentioned in this podcast:

Episode #416: Bloody Knuckle Cold Calling

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advancedsellinpodcastgraphicbootAre you in a cold-calling business?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Blake in Texas that we know many listeners find challenging.

How do you engage with a prospect when you’re knocking on their door?

What can you do to soften the immediate feeling they have to tell you to go away?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan share strategies for effective and efficient cold-calling. Getting right with your belief about what you’re selling, approaching with good intent, and considering the impact of your words and approach will help you focus on what really matters in your interaction— providing a service to help the person who answers the door.

Also mentioned in this podcast:

The NCAA Men’s Basketball Tournament. And Playing Not to Lose.

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I couldn’t help but think over the past two weekends of the NCAA men’s basketball tournament how often a team that is ahead by 15 to 20 points will begin playing not to lose the game – and watch their lead dwindle in the final moments.

MICHIGAN VS KANSAS - Playing Not to LoseSometimes, teams ahead by 20 points lose the game because they can never find the rhythm once they decide to go into a slowdown mode. Michigan defeating Kansas is one such example. Kansas was up by 15-20 points consistently in the second half. But they began ‘looking at the clock’ and lost their mojo. And were unable to find it.

They eventually lost.

Another example of a lead that dwindled but the team held on was Wichita State vs. Ohio State. In that game, the same thing occurred. Wichita State had a commanding lead but went into a ‘slowdown offense’ instead of continuing to do the things that got them that lead in the first place.

I’ve also watched the countless high school games where a big lead dwindles because the team ahead stops the fast-break, the good passing, always being a threat to score and great movement.

So what is this playing-not-to-lose-mentality that overtakes us?

And does it ever happen in sales? Actually, I think playing not to lose catches us in several areas: Read more

Cold Calling In A Modern World

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As sales trainers, we get frequent questions centered around cold calling:

  • “What should my cold call sound like?”
  • “Should I even make cold calls anymore?”

Even on Twitter recently, where we asked the question, “What is your biggest sales problem?” the answer came back, “How do I get the motivation to pick up the phone and call people who don’t know me?” @laurenkriner

So in this episode, Bill and Brooke disagree on the answer, but still offer advice in a Point-Counterpoint style on cold calling.

How To Improve The Sales Mind

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In this episode, Brooke Green takes a look at how we can improve the creative juices that make up the sales mind. Yes, sales people MUST be creative, but most are a bit afraid of it (our opinion). So Brooke let’s fly with some ideas.

Also, Bill Caskey rants about a cold call he received from an insurance agent (with a huge national brand).

*Watch other Whiteboard Wednesday Episodes: www.youtube.com/whiteboardwednesday

*Coming June 27, 2011, Bill Caskey and Bryan Neale interview Pat Williams – Senior Vice President of the Orlando Magic. View the episode “What Every Salesperson Can Learn from John Wooden” at http://www.advancedsellingpodcast.com/what-every-salesperson-can-learn-from-john-wooden/.