Episode Sponsored By: Wheelbarrow Profits
Jeffrey goes one-on-one with Mr. Inside Sales, Mike Brooks, to drop the knowledge on succeeding during cold calls.
He and Jeffrey discuss best practices to take the “cold” out of prospecting, gatekeeper best practices, handling initial resistance, and how to set an actual meeting that will make you money!
Mike Brooks is an internationally recognized leader in inside sales, and a bestselling author. His newest book, Power Phone Scripts, is used around the world as the go-to reference book for inside sales scripting and messaging to open and close sales effectively.
00:50 Welcome to Sell or Die Podcast!
02:12 Let’s get to know our guest
03:50 Best Practices on passing gatekeepers on the phone
06:11 Use of Instructional statements
08:37 Making Friends with the gatekeepers
11:18 Asking Engaging questions
14:15 Overcoming initial resistance
18:00 Injecting laughter into the sales call
22:25 Dive into the purpose
24:50 Selling competitive advantage
27:00 Closing deals through phone calls
28:10 Jeffrey’s book recommendation
28:48 Understand sales as a science!
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Jeffrey’s LinkedIn: https://www.linkedin.com/in/jeffreygitomer
Mike’s Website: http://mrinsidesales.com/
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