Hishem AzzouzHost Of Recruitment Mentors Podcast

The purpose of cold calls.

Name: The purpose of cold calls.
Uploaded: 2024-09-19T16:00:35+00:00
Duration: 40 s
Channel: Hishem Azzouz
Description: In this brief monologue, the speaker explains that the core purpose of a cold call is to act like a doctor diagnosing a patient: to discover whether the…

19 Sept 2024 · 1 min

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In this brief monologue, the speaker explains that the core purpose of a cold call is to act like a doctor diagnosing a patient: to discover whether the prospect actually has a problem that the salesperson’s solution can address, and whether the prospect is motivated to fix it. The speaker uses a medical analogy (itchy throat, runny nose, sore ears) to illustrate how to ask probing questions that differentiate chronic, lifestyle‑choice issues from temporary, easily‑resolved ones. Ultimately, the cold call is a discovery step that feeds into the larger goal of generating revenue, but only after confirming the existence and urgency of the problem.

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What is the purpose of a cold call? The purpose of a cold call for me is to find out if somebody has a problem that you solve. And more than that, are they motivated to solve that problem? One of the kind of analogies I give is, as I say, you are the doctor. So we're gonna ask questions like, do you have an itchy throat? Do you have a runny nose? Do you have sore ears? Because what we're trying to work out is, have you felt like that for 10 years and it's a lifestyle choice? Or have you felt like that for a day and actually it's probably gonna be gone tomorrow? If the problem exists, what, what is the problem affecting? And that is the purpose of cold calling, obviously with the, the goal of revenue eventually. But do they have the problem?