How to Book A Sales Meeting in 1 Hour (LIVE Cold Calling)

This podcast demonstrates how to book a sales meeting within an hour using a live cold-calling approach. It highlights the importance of conversational questioning and listening, rather than relying on a wealth of knowledge. The podcast shows that by using a conversational style and asking questions, a salesperson can generate valuable information and potentially secure a meeting, even if the prospect initially expresses disinterest or reluctance.

Cold Calling Technique

• 00:00:00 The podcast illustrates a cold-calling technique focused on achieving 10 consecutive rejections ('Nos') before securing a sales meeting. The speaker's goal is to showcase how continuous questioning can extract information from strangers and potentially lead to a sales opportunity.

Conversational Questioning

• 00:25:16 The podcast emphasizes that the art of sales and prospecting involves conversational questioning and listening. This approach focuses on understanding the prospect's needs and challenges through questions, rather than delivering a pre-prepared sales pitch.

Prospecting and Sales Process

• 00:14:15 The speaker highlights the importance of building a rapport with prospects through conversation, rather than resorting to conventional cold calls that may be perceived as intrusive. In the context of sales, it shows the value of a consultative approach that involves deeper questioning to understand prospects' challenges and needs, eventually leading to a potential sales opportunity.

Challenging the Prospect

• 00:24:02 The presenter demonstrates how challenging a prospect's assumptions or statements, such as the prospect stating that he wins 25% of his sales quotes, can be an effective tactic to spark further engagement and conversation. This can lead to a deeper understanding of the prospect's needs and business, thus increasing the chances of closing a sales deal.