Get over yourself


Get over yourself.

If your intent on a cold call is to book a meeting, your focus is on you.

“I hope they pick up.”
“I hope they like what I say.”
“I hope they say yes.”

Notice the pattern?
It’s all you.

But here’s the truth:

You can’t focus on yourself and the prospect at the same time.
You have to choose.

You or them.
Attached or detached.

When it’s about you, people can smell your commission breath.

You come across as needy.
You push.
You chase.

But when it’s about them.

When you’re genuinely curious and unattached.

You come across differently.
More grounded.
More human.

You ask a neutral question about a probelm.

“A lot of teams tell us even with SPF, DKIM, and DMARC in place, half their cold emails still land in spam. How are you handling that on your end?”

And then you lean back.

Some people will engage.
Some won’t.

Both are part of cold calling.

You’re not convincing.
You’re sorting.

Because when your intent shifts from getting a meeting to seeing if there’s a reason to meet,

Everything changes.

You stop selling.
You start listening.

Ironically when you lean back people lean forward.

Shameless plug.
Here are some ways you can get better at selling:

Tongue Tied Objection Flashcards. Objection on the front, what to say on the back. Includes how-to-say-it audio files, digital + physical flashcards, video lectures, and real cold calls. ​Buy here​.

Poke the Bear Cold Calling. Talking with people who have very little desire to talk with you. ​Learn more​.

The Badass B2B Growth Guide: This guide is filled to the brim with tactics that stack the odds in your favor for grabbing people’s attention and keeping it.

Josh Braun

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