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Sales Today

May 18, 2023

Is your cold call structure fit for purpose?


If you are trying to call senior executives it might not be.


Martin Stevens shares both why and how he goes for the top.

Based on a playbook that determines whether offering/adding/creating value the structure he uses focuses on outcomes and problems.


Specifically framed in that order after a pattern interrupt and upfront contract this allows identification of 'pain' that can be explored in the rest of the call.


A dialogue based on questions and short success stories allows the level of curiousity and emotional intensity to build.


The stories must allow the customer to identify as the hero and make them sufficienty excited to want to know how they can acheive a similar state.


Are you talking to customers about them or you?


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