Mastering the Cold Call

Sean coaches Allison on her cold calling steps in their Denver office before she dials a real prospect.

Mastering the Cold Call

Listen and choose the right answer

What does Sean tell Allison to do first on the call?

• Ask for the manager's personal email
• Use a strong opener to get attention
• Hang up if it's a bad line

What should Allison do while the prospect is talking?

• Take notes
• Read the catalog
• Look at her phone

Who does Allison call during the practice session?

• Apex Logistics
• A business development partner
• A hotel in Seattle

What is the surprise at the end of the call?

• The phone disconnects because of a bad line
• The gatekeeper turns out to be the owner and books a meeting
• The receptionist hangs up immediately

Listen again and complete the sentences

• Sean: Allison, let's practice your ____ steps before you dial our new cold list from Denver.
• Allison: I'm ready, Sean, but I always get nervous when a ____ picks up the phone.
• Sean: Don't worry because first you need a strong ____ to get attention quickly.
• Allison: Right, I'll ____ and state my reason for calling right away.
• Sean: Exactly, then you must ____ to find their biggest pain point.

Sources: photo by LinkedIn Sales Navigator on Pexels