Sign up to save your podcasts
Or
Share Phone Prospecting-What you Should and Should NOT Say
Share to email
Share to Facebook
Share to X
Share to email
Share to Facebook
Share to X
Or
Phone Prospecting-What you Should and Should NOT Say
Episode 26: Phone Prospecting-What you Should and Should NOT Say with Michael Pedone
Michael Pedone is no stranger to hard work, and in this episode we get a full rundown of his best advice for what you should and should not say on a phone sale. A pro at cold calling and closing in high-pressure situations, Pedone started his sales career at a very young age and pulled himself up by his bootstraps to achieve all that he has done over these past 3 decades – and it's a lot! In this episode, he shares his personal routine for cold calling, steps to address call reluctance, and the importance of planning, formal training, and role-playing the conversation. We then learn how to ask an engagement question to put your prospect's attention where you want it, and then engaging with the opportunity presented. Pedone also imparts some sage advice, gleaned from hard-won experience, around the importance of constantly upskilling yourself to survive the ups and downs of the sector. If you want to hear prime examples of what you should and shouldn't say, including when to bring up price (it's not when you think), press play now and join the conversation.
Key Points From This Episode:
A brief introduction to Michael and his passion for working hard to achieve his goals.
Describing the numerous and varied sales jobs he's done
Pedone asserts that salespeople are weaker today, and talks about why.
Discussing the way tools have changed and the double-edged sword of technology.
Comparing older and newer ways of looking leads
Finding a new angle to constantly outwork the problem.
Does phoning work?
Pedone's personal routine for cold-calling – preparation, planning, set-up and tactics
Talking about the importance of formal training.
Tips for lowering call reluctance.
Breaking down exact scenarios and questions not to ask, and what to say instead.
How to ask engagement questions to put your prospect's attention where you want it.
Keeping your skills and level where they need to be.
What areas salespeople are more hesitant in nowadays.
Working hard and balancing your private life.
Knowing what to say before you pick up the phone.
Discussing 4 levels of qualifying, and what precise questions to ask, and in what order.
Ref
View all episodes
By Sales SamuraiEpisode 26: Phone Prospecting-What you Should and Should NOT Say with Michael Pedone
Michael Pedone is no stranger to hard work, and in this episode we get a full rundown of his best advice for what you should and should not say on a phone sale. A pro at cold calling and closing in high-pressure situations, Pedone started his sales career at a very young age and pulled himself up by his bootstraps to achieve all that he has done over these past 3 decades – and it's a lot! In this episode, he shares his personal routine for cold calling, steps to address call reluctance, and the importance of planning, formal training, and role-playing the conversation. We then learn how to ask an engagement question to put your prospect's attention where you want it, and then engaging with the opportunity presented. Pedone also imparts some sage advice, gleaned from hard-won experience, around the importance of constantly upskilling yourself to survive the ups and downs of the sector. If you want to hear prime examples of what you should and shouldn't say, including when to bring up price (it's not when you think), press play now and join the conversation.
Key Points From This Episode:
A brief introduction to Michael and his passion for working hard to achieve his goals.
Describing the numerous and varied sales jobs he's done
Pedone asserts that salespeople are weaker today, and talks about why.
Discussing the way tools have changed and the double-edged sword of technology.
Comparing older and newer ways of looking leads
Finding a new angle to constantly outwork the problem.
Does phoning work?
Pedone's personal routine for cold-calling – preparation, planning, set-up and tactics
Talking about the importance of formal training.
Tips for lowering call reluctance.
Breaking down exact scenarios and questions not to ask, and what to say instead.
How to ask engagement questions to put your prospect's attention where you want it.
Keeping your skills and level where they need to be.
What areas salespeople are more hesitant in nowadays.
Working hard and balancing your private life.
Knowing what to say before you pick up the phone.
Discussing 4 levels of qualifying, and what precise questions to ask, and in what order.
Ref