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In The Sales Arena

Welcome to "In the Sales Arena" with Jim Jacobus ...

This podcast provides real world strategies, tactics, sales skills and mindset to build the sales career, and life you want! Jim Jacobus has spent the last 20+ years designing, developing and delivering sales and sales management programs for elite organizations like PricewaterhouseCoopers, Halliburton, Akzo Nobel, IBM, XEROX and many more.

In this podcast Jacobus shares the best of the best from the 1,000’s of days and 10’s of thousands of hours spent working with outstanding sales teams literally all over the world! Want more from your sales career and your life? This is the place to be!

Jul 16, 2015

Welcome to today’s episode!  I’ve been working on a brand new project with Keller Williams real estate focusing on lead generation.  This has led me to today’s topic, which is FOUR KEYS TO EFFECTIVE COLD-CALLING:

  1. Stop calling it “cold-calling!”  Instead of the negative connotation, let’s call it PROSPECTING.  It basically means looking for new people with whom to do business.
  2. Have a good list.  This can be a random list, a targeted list, or a database of clients.
  3. Use a good script with a legitimate reason for calling.  This begins with a good referral or third party endorsement, has a clear purpose, asks a good question, and ends with a clear objective.
  4. Have a big WHY.  The WHY includes the financial reward for what we do, the freedom to grow and build, and the ability to make a difference for others.

Listener Question of the Week:  I have a meeting with a client that I want to do business with in a couple of weeks.  I’m excited about it, but I know he buys from a very strong competitor in our marketplace.  How do I get past that obvious hurdle?


Quote of the Week:  “Become the person who would attract the results you seek.” ---Jim Cathcart