Cold Call 101: How to Cold Call like a Boss

Course Curriculum

Chapter 1: Congratulations & Welcome!

Lecture 1: Congratulations! Welcome to Cold Call 101: How to Cold Call like a Boss

Lecture 2: How this course is setup and how you should use the content

Chapter 2: Module 1: Understanding Your Self Image

Lecture 1: Download the Power Point Slides, Exercises for this course

Lecture 2: Fears and anxieties before calls are signals of a struggle and possible self-image problem

Lecture 3: Exercise #1: Let’s attempt to explore our attitude toward different roles and uniforms.

Lecture 4: Exercise 1: How Do You Respond When They Call

Lecture 5: How did you do on this first Exercise? How did you relate to these uniforms or roles?

Lecture 6: ROLE PLAY: Corey and I role play a call from an emergency personnel: A Fireman Cold Call

Lecture 7: Exercise #2: Lets inventory our own Self-Image, Attitude, and Uniform Performance ranking

Lecture 8: Exercise Review: Your uniform performance is dictated by your attitude

Lecture 9: Here’s a different perspective on how you view your self-image: Are you saving the lives of your customers?

Lecture 10: We need to increase our self-image

Lecture 11: Examples of effective Positive Self-Talk

Lecture 12: YOUR BONUS: Sales Professional Daily Affirmations by Email. Sign-up. Say it once a day.

Lecture 13: A different perspective: Negative Self-Talk should trigger Positive Self-Talk

Lecture 14: Next: The big problem of protecting your attitude from other people

Lecture 15: ROLE PLAY: Corey takes out his frustration in life by hanging up on me.

Lecture 16: Avoiding and stopping power plays using the Drama Triangle

Lecture 17: The Karpman Drama Triangle

Lecture 18: ROLE PLAY: Corey Plays Role of the Rescuer in the Drama Triangle

Lecture 19: ROLE PLAY: Alex is is flaking out on our meeting that we had scheduled and playing the victim

Lecture 20: Another, yet important perspective on Power Plays

Chapter 3: Module 2: Doing the right behaviors

Lecture 1: Before we start this module, we need a head check

Lecture 2: Using the Theory of Paradoxical Intention

Lecture 3: Using the Theory of Paradoxical Intention

Lecture 4: 3 1 3 Willpower 19

Lecture 5: Managing your Call activities with a Cold Call System Worksheet

Lecture 6: Next Step: Preparing to speak on your calls

Lecture 7: Your Cold Call Contract and 30 Seconds

Lecture 8: Demonstrating the Cold Call and Up-Front, Contract Power

Lecture 9: ROLE PLAY: Corey and I role play a successful Cold Call with Contract

Lecture 10: Another, yet important perspective on Cold Call Contracts. A job offer story

Chapter 4: Module 3: The dark-ninja caller techniques

Lecture 1: Before we start you know the drill: Getting our attitude right

Lecture 2: Who are Gatekeepers and what are their jobs?

Lecture 3: Gatekeeper Secret Techniques that will make you squirm!

Lecture 4: Counter-intuitive Voicemail techniques: Bosses only

Lecture 5: Watch out that you'll get shut out with brochure requests.

Lecture 6: Dealing with pesky requests for brochures!

Chapter 5: It's a Wrap: Congratulations!

Lecture 1: It's a Wrap: Congratulations!