Two years have passed since my last interview with Boston-area sales force developer Dave Kurlan–and he agrees it’s felt like a much shorter period! Today we talk about his recent article in Top Sales magazine, downloadable here (starts on page 16), and the topic of prospecting by phone.
Dave and I discuss:
* Who is using cold calling to prospect? When should we use it?
* The surprising truth about how many attempts are frequently necessary to reach prospect—and how the new phenomenon of “passive rejection” could be hurting you
* How to start conversations effectively, particularly with the use of Pacing
* How to leave voicemails that get returned—and what it takes today, including the odd connection between Halloween and prospecting
* And much more!
Listen right here:
More from Dave Kurlan: