cold calling tip

5 Reasons Why Pre-Call Research Is A Must

Staff in a call centre

Here’s a question to start your day. ‘If you’re going to make some contacts with prospects today, why should they bother talking to you?’ Now, if you answered with something like ‘because my products are better than the competition’ or ‘I know what people in their position need’ then maybe you need to take a step back first. We’ve all…

Read More

Tips On Cold Calling – The Cold Calling Tips Cheat Sheet

cold calling phone

Want some tips on cold calling? Here’s the cold calling cheat sheet! I must receive about 20+ emails each month that ask me for specific help and guidance on cold calling so here are some top tips: Sound Like A Human Being Try not to sound like a robotic cold caller. That’s what 95% of the cold callers sound like….

Read More

Should You EVER Make Small Talk On A Cold Call?

young woman in office talking on phone

Small talk: That warm up is always a good thing in a face-to-face sales interaction. It’s that short period of time you have to create some rapport and chitchat a bit to ease into the sales presentation. However, should you ever attempt to initiate such a warm up in a cold call? While there are some very different, if not,…

Read More

A Cold Call Intro For A Guaranteed Warm Response!

Just what in the world is it that really puts people off when they receive a cold call? Let’s face it; we know that for years the buying public has been becoming more frustrated and annoyed by telephone solicitation. But sometimes the reaction is near hostile. If you are like most professional sales people, you actually don’t mind if someone…

Read More

3 Cold Calling Myths Debunked


In spite of a gazillion tips, tricks and magical scripts on cold calling, sales people at every level and in every profession still struggle with this often unavoidable task. While cold calling advice ranges from the useful and practical, to the sublime and ridiculous, there are some cold calling ideas and beliefs that are actually harmful. There are some ideas…

Read More

How To Handle “I’m Not Interested” In A Cold Call

You finally get through to the decision maker (DM) and before you can even explain the reason for your call, you hear, “I’m not interested!” What you need to realise is that this impulsive, nearly subconscious response is NOT actually an objection. The prospect has nothing to object to at this point. However, most sales people launch into a plethora…

Read More

The End Of The Call Is As Important As The Beginning

There are countless tips, tricks and gimmicks on how to begin a cold call. Of course, the majority of these ideas focus on how to get the call started or how to begin the call and hopefully develop some rapport. However, there is so much focus on how to begin the call, that how you end the call NEVER gets…

Read More

Are You Qualifying Hard Enough? 3 Powerful Tips On Qualifying The Decision Maker Over The Telephone

If you are still having problems with unqualified DMs (Decision Makers) when you show up, then perhaps you are not qualifying for the true DM on the telephone as strong as you think you are. It is very common for even some of the most experienced sales people to under qualify or incorrectly qualify DMs on the telephone and there…

Read More

5 Tips For Handling Today’s NEW Cold Call

In the recent post, “Today’s Warm Call is the New Cold Call,” I uncovered the fact that with today’s modern prospecting avenues, sales people are often able to establish some contact with a prospective customer before making a telephone call.  In that sense, the traditional cold call is becoming a thing of the past. However, I also pointed out that…

Read More

3 Powerful Tips For Incoming Calls

In the wake of the cold calling revolution (or devolution, whichever way you want to look at it), we see a ton of advice and tips on making outgoing telephone prospecting calls.   Sales professionals the world over know that their cold calling skills must continue to advance to keep pace with today’s modern and educated buyer. However, often the value and…

Read More