Poke the Bear
An easy-to-learn method for starting conversations with skeptical prospects over the phone without the debilitating feeling of rejection.
More conversations. Fewer rejections.
There are so many resources available on how to cold call. For good reason.
Knowing how to start conversations with skeptical prospects over the phone is a sales superpower. The more conversations you have, the more money you make. The opposite is also true.
Most cold call methods are what I call “outcome-based” or “self-centered”.
They focus on you, the salesperson, not the person you’re calling.
It's about your 30-second pitch.
This is going to be a tough pill, so buckle up.
When you're pitching you're losing.
When people feel the push, they pull away and raise objections.
It's a reflex reaction to commission breath.
Now you're playing defense. You're off balance. You're not in control.
The way out?
A different method that turns traditional cold calls on its head.
Dialogues instead of monologues.
Poke bears instead of pitching.
More conversation. Fewer objections.
You will spend 20% of your time learning and 80% of your time actually creating your script.
Learning and doing aren't the same things. Learning is satisfying. It scratches an itch. However, sometimes learning replaces doing.
Doing changes outcomes.
I do over IQ.
Making salespeople more badass at starting conversations with people they want to get in front of.