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“I’ve learned how to diffuse the pressure points in a cold call”

The most important lesson I have learned is the ability to spot and give a name to the response from either the client or myself, when pressure starts building up during a cold call. This has given me the ability to steer the conversation very quickly away from the area where pressure is rising or adapt my approach to show more humility in order to reduce the pressure and keep the conversation/relationship alive. I have also learned that (and you said this in one of the CD’s) some of my approach to sales is very similar to “unlock the game”, but now instead of being this way with some of my clients (usually the ones I know the best and have the most respect for), I am actively looking at and making sure that I behave this way with all my potential and existing clients.”

Christian Pepper

Sales Consultant, Printers Direct - UK