Sales Bites

Madison Santo, Effective Cold Calling

Episode Summary

In this episode of Sales Bites, host Will Jenkins speaks with Madison Santo, Growth at AVRL, about effective cold calling strategies. They discuss the importance of consistency, the need to sound casual rather than salesy, and techniques for grabbing attention in the first few seconds of a call. Madison emphasizes the significance of handling objections directly and the necessity of qualifying opportunities quickly. The conversation wraps up with encouragement for sales professionals to take action and learn through experience.

Episode Notes

SUMMARY: 

In this episode of Sales Bites, host Will Jenkins speaks with Madison Santo, Growth at AVRL, about effective cold calling strategies. They discuss the importance of consistency, the need to sound casual rather than salesy, and techniques for grabbing attention in the first few seconds of a call. Madison emphasizes the significance of handling objections directly and the necessity of qualifying opportunities quickly. The conversation wraps up with encouragement for sales professionals to take action and learn through experience. 

TAKEAWAYS:

• Understanding that people are inherently lazy is crucial for cold calling.
• Consistency, repetition, and a defined process are key to success.
• Sound casual and friendly to engage prospects effectively.
• Start cold calls with a monetary value to grab attention.
• Your best salespeople are often your best customers.
• Avoid sounding overly salesy; keep your tone neutral.
• Respond directly to objections like 'send me an email' to maintain control of the conversation.
• Qualify or disqualify opportunities quickly to save time. 
• Sales professionals should prioritize cold calling every day.
• Just get out there and start making calls to learn and improve.

CHAPTERS:

• 00:00 Introduction to Sales and Guest Background
• 02:36 The Art of Cold Calling
• 08:31 Effective Cold Calling Techniques 
• 11:48 Handling Objections and Closing the Deal
• 17:32 Final Thoughts and Encouragement