Josh Braun – Poke the Bear Cold Calling

Starting conversations with skeptical prospects.

If this course doesn’t improve your cold calls I don’t want your money.

I only want you to take this if you’re going to commit to actually implementing the advice.

If you promise that, I’ll promise you this: doing this advice should meaningfully improve your cold calls.

What You’ll Learn In Poke the Bear Cold Calling?

Welcome

• 01 – Why Cold Calling
• 02 – Getting The Most Out of This Course
• 03 – Turning Pro
• 04 – Mise en Place

Mindset

• 05 – Blame vs. Responsibility
• 06 – Detach From the Outcome
• 07 – Tune In Tune Out
• 08 – Dealing With Rude Prospects
• 09 – You’re the Captain
• 10 – You Are Not Your Job

Clarifying Your Message

• 11 – The Three Questions

Selecting Prospects

• 12 – List Creation Process

The Script

• 13 – Why a Script?
• 13.1 – Step 1: Permission
• 14 – Step 2: Person
• 15 – Step 3: Poke The Bear
• 15.1 – Examples of Poke the Bear Questions
• 15.2 – What the First 30 Seconds Sound Like
• 15.3 – Dana’s Poke the Bear Question
• 16 – Step 4: Peel The Onion
• 17 – Step 5: Don’t Burn The Popcorn
• 18 – Putting It All Together
• 19 – Example Poke the Bear Talk Track

How You Sound

• 20 -Tone, Pace & Volume
• 21 – Example of Sounding Conversational

Reducing Meeting No Show Rates

• 22 – Reducing No Shows

Objections

• 23 – Why Prospects Raise Objections
• 24 – True Or Not True?
• 25 – We Don’t Have a Budget
• 26 – I’m Not Interested
• 27 – Send Me Some Information
• 28 – How Did You Get My Number?
• 29 – You Caught Me At a Bad Time
• 30 – i’m Not The Right Person
• 31 – We Already Have a Vendor
• 32- If We Find a Need We’ll Let You Know
• 33- What Do You Do?
• 34 – We’re Using a Competitor

Following Up

• 33 – Following Up When Timing Is Off
• 34 – Follow Up With Ghosted Prospects

Time Management

• 35 – The Pomodoro Technique For SDRs

Real Cold Calls

• Userleap
• Benchprep
• Provisio
• Salescast
• Cru
• Heidi’s Cold Call
• Ronen’s Call
• Radically Honest Call Opener
• Cold Call From a Real Estate Agent Part 1
• Real Estate Agent Part 2
• Cold Call Critique
• This Cold Call Made Me Lean Forward
• Asking prospect who ghosted you for Feedback – Gaggle
• Asking prospect who ghosted you for Feedback – Another Example
• “I Don’t Want Cold Calls”

Resources

• Thinking Like a Scientist
• Example Script for Warmbox
• Example Script for CaptivateIQ
• Poke The Bear Fill In The Blank Template
• Discussion Guide for Managers
• Phraseology That Lowers Resistance
• Cold Call Report Card
• Preventing Opportunities From Being Stuck
• Levity
• Cold Call Rant
• Listening to Persuade vs. Understand

Sale page: Josh Braun – Poke the Bear Cold Calling