Episode 1 - 3 ways to Improve your Pitch and Take the Dread Out of Cold Calling

Drop the bad habits and the bad results of jumping into a sales call with a list of products and services.
Instead ask questions to qualify that you can help the person and that they can help you.
Then sell the problem that they need solved.

It is hard enough to get prospects to answer the call in the first place. Don't make them regret it from the first sentence.

Don't waste your prospect's time--it will lead quickly to their thinking about how to get off the call

Do your homework--you need someone who has authority to say yes and has a problem that your solution can solve

Get off the call--if there is nothing there, let the prospect go and call someone who has potential

Sell the problem not the solution. There is nothing more boring than listening to a list of features that aren't relevant to the problem you need to solve

Don't make your prospect figure out how your list of solutions helps them--it is your job and too much work for them

Jeff and Eric Sigel discuss marketing and sales strategy with a focus on steering clear of listing capabilities and shifting toward key directions of qualification of the potential customer before and during the call, focusing on asking questions to get to the problem that the potential client has (not just a laundry list of everything that your product can do), and then really selling to the problem (or if not a qualified lead--i.e. can't solve the problem) then save everyone some time and move to the next call.