How do you improve your cold calling skills if your present company isn’t providing any sales training? Train yourself! Until you can get with the right company, borrow ideas from the best sales experts you can find (many have been guests on this podcast), take improv classes, join Toastmasters, and keep your mind open to absorb what works. Our Market Dominance Guy Corey Frank is talking in more depth about training yourself during this second part of his conversation with Susan Finch, president of Funnel Media and Funnel Radio. He advises listeners that salespeople should fall in love with their craft — not the product they’re selling. How do you do that? Care about the potential value of the meeting for your prospect and remember the “why” of what you’re doing. And what skills should you hone? Learn what moves prospects to make a decision, create a well-written script and adhere exactly to it, use the tone of voice that elicits the response you want, and most importantly, leave your own mood and ego behind when you make a cold call. Train yourself to remember that it’s not about you. When you place a call, it’s showtime!

Listen to the first half of this interview here:

Are You Laying Brick, or Making $12 an Hour?
----more----

Here's the complete transcript for this episode:

Susan Finch (00:06):

Welcome to another episode with the Market Dominance Guys, a program about the innovators, idealists, and the entrepreneurs who thrive and die in the high-stakes world of building a startup company. We explore the cookbooks, guidebooks, and magic beans needed to grow your business.

Susan Finch (00:35):

How do you improve your cold calling skills if your present company isn't providing any sales training? Train yourself. Until you can get with the right company, borrow ideas from the best sales experts you can find. Many have been guests on this podcast. Take improv classes, join Toastmasters, and keep your mind open to absorb what works.

Susan Finch (00:55):

Our Market Dominance Guy, Corey Frank, is talking in more depth about training yourself during the second part of his conversation with me, Susan Finch, from Funnel Radio. He advises listeners that salespeople should fall in love with their craft, not the product they're selling. How do you do that? Care about the potential value of the meeting for your prospect and remember the why of what you're doing. And what skills should you hone? Learn what moves prospects to make a decision. Create a well-written script and adhere exactly to it. Use the tone of voice that elicits the response you want. And most importantly, leave your own mood and ego behind when you make a cold call. Train yourself to remember that it's not about you when you place that call. It's showtime. Listen to this episode of Market Dominance Guys. Not getting trained? Train yourself.

Susan Finch (02:00):

And in my own business, in the podcasting, I've watched the weasels and the people that hide, "Oh, it costs this much." Why? Why is it nine times as much as I charge? "Oh, because we do this." Is that nobody cares about that. Why is that so expensive? When, what's the benefit for the people you're promoting? If I don't make you guys look good, and help you grow, and give you confidence, you can speak better everywhere you go, I am failing.

Corey Frank (02:26):

Sure. Well, you have though, sales folks. It doesn't matter if they're experienced or new, but certainly, it's more common in newer folks. It's common in more mediocre folks who just go from job to job, to job, and you see their LinkedIn kind of stack up, is that they have a tough time introducing that tension that we were talking about because again, the need to be liked, the need to be accepted. And I think that leads them down a path, if they value supplication too much in the denominator that it's going to cause them to over-promise maybe a product delivery, a product feature, add in things that they know they can't deliver on. It's almost