Today's episode is all about cold calling! When you cold call someone, only two things can happen, one, they answer the phone, two they don't so you have to leave a voicemail. Don't try to sell someone on an answering machine, your objective should be to get them to call you back. Stimulate their interest.
- Stimulate interest: connect emotionally to stimulate their curiosity
- Transition interest: provide collateral or information to transition the curiosity to allow you to share a vision
- Share a vision: utilize the information provided in the previous step to prove reason, impacts, and capabilities to share a vision
- Manage and develop a vision: 80% of the work is to manage and develop the shared vision through signed contract, execution, delivery, and expectation management
- Thrive: when your customers sell for you.
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