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Poke the Bear
Introduction
The Problem With Traditional Cold Calling
The Zone of Resistance
The Cause of Call Anxiety
What Anxious Attachment Sounds Like
A Way Out
How to Feel Less Anxious Cold Calling
Getting the Most Out of This Workshop
I Do Over IQ
Your Workbook
Preparation
Mise En Place
Selecting People
Clarifying Your Message
The Informercial Test
How to Make Prospects Feel Like You’re Reading Their Mind
The Script
Why Have a Script?
Script Overview
Level 1: Permission
Level 2: Problem
How to find problem language that invites prospects to care
Using a customer testimonial video to write your problem statement
How to give your villain (aka problem) a name
Level 3: Poke the bear
Level 4: Promise
Don't burn the popcorn.
Putting it All Together
The Cost of Inaction
Example cold call script for Tangiblee
Example cold call script for Aunt Flow
Example for Cognism
Example fo Chili Piper
Example for Gravy Solutions (Kendra's Call)
Example for Animal Pharmaceuticals
Example for UserLeap
Example for BenchPrep
Example for CaptivateIQ
Example for Zendesk Sell
Example for LegalGeek
Example for Phone Ready Leads
Example for Snowflake
Example for Gong
Mock Calls
Tangiblee
Snowflake
Voicemail
The open loop voicemail
Voicemail Makover
Gatekeepers
What To Say
Defusing Common Cold Call Objections
Mindset
I'm not interested (The cause)
I'm not interested (what to say)
Send me some information
Is this a cold call?
How did you get my number?
Call me at another time.
We have a vendor.
I'm not the right person.
Real Cold Call - Watch Joe Defuse Objections
Diffusing, "I'm going to decline." (Real Cold Call)
Diffusing "I have a vendor" (Real Cold Call)
Diffusing "I'm skeptical this will work for me" (Real Cold Call)
Illuminating the cost of doing nothing (Real Cold Call)
Delivering Your Message
How to deliver your message
Behind the Scenes: Creating a Poke The Bear Script
Example for Medallia (Video)
Example for Redback (Video)
Real Cold Calls
UserLeap
BenchPrep
Provisio
Salescast
Cognism
Cru - Meeting Booked
Resources
Poke the Bear Quick Reference Card
Bonus
Overview
How to ask for referrals without it being awkward
Reheating prospects who didn't buy
Tonality
Using your voice to lower resistance (VIDEO)
Example of the perfect tone (VIDEO)
A Way Out
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