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Poke The Bear Cold Calling
Welcome
01 - Why Cold Calling
02 - Getting The Most Out of This Course
03 - Turning Pro
04 - Mise en Place
Mindset
05 - Blame vs. Responsibility
06 - Detach From the Outcome
07 - Tune In Tune Out
08 - Dealing With Rude Prospects
09 - You're the Captain
10 - You Are Not Your Job
Clarifying Your Message
11 - The Three Questions
Selecting Prospects
12 - List Creation Process
The Script
13 - Why a Script?
13 - Step 1: Permission
14 - Step 2: Person
15 - Step 3: Poke The Bear
15a - Poke the Bear - Love Hate Framework
15b - Examples of Poke the Bear Questions (3:51)
15c - What the First 30 Seconds Sound Like
16 - Step 4: Peel The Onion
17 - Step 5: Don't Burn The Popcorn
18 - Putting It All Together
19 - Example Poke the Bear Talk Track
Your Voice
19 - Uptone, Pace, Volume & Tone
19.5 - Example of Sounding Conversational
Reducing Meeting No Show Rates
20 - Making Meetings Sticky: Psychology & Examples
Objections
20 - Why Prospects Raise Objections
21 - True Or Not True?
23 - We Don't Have a Budget
24 - I'm Not Interested
25 - Send Me Some Information
26 - How Did You Get My Number?
27 - You Caught Me At a Bad Time
28 - i'm Not The Right Person
Following Up
29 - Following Up When Timing Is Off
30 - Follow Up With Ghosted Prospects
Time Management
31 - The Pomodoro Technique For SDRs
Real Cold Calls
Userleap
Benchprep
Provisio
Salescast
Cru
Heidi Brione's Cold Call
Resources
Example Script for Warmbox
Example Script for CaptivateIQ
Poke The Bear Fill In The Blank Template
Discussion Guide for Managers
Phraseology That Lowers Resistance
Cold Call Report Card
19.5 - Example of Sounding Conversational
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