{"id":1602,"date":"2014-09-07T13:23:15","date_gmt":"2014-09-07T13:23:15","guid":{"rendered":"http:\/\/buyingfacilitation.com\/blog\/?p=1602"},"modified":"2014-09-07T13:24:11","modified_gmt":"2014-09-07T13:24:11","slug":"two-cold-call-case-studies","status":"publish","type":"post","link":"https:\/\/buyingfacilitation.com\/blog\/two-cold-call-case-studies\/","title":{"rendered":"Two Cold Call Case Studies"},"content":{"rendered":"

#1<\/strong><\/h4>\n

C: Hello, Sharon? Joe from Mimeo calling. How you doin\u2019 today? [I assume he was attempting to be intimate, not knowing that anyone intimate with me would never call me \u2018Sharon.\u2019]\nSDM: Do you know if that\u2019s my correct name?<\/p>\n

C: I do know. It\u2019s your name.
\nSDM: Really? Are you absolutely certain?<\/p>\n

C: I am.
\nSDM: How can you be so certain?<\/p>\n

C: Wait. Aren\u2019t you Sharon? Is Sharon there?
\nSeriously. That call happened. Word for word.<\/p>\n

#2<\/strong><\/h4>\n

E: Hi. I\u2019m calling from Ecsell. Is this Sharon?
\nSDM: Is this a cold call?<\/p>\n

E: No. It might be a partnership call and I might be able to hire you as a speaker.
\nSDM: Cool. You should know, then, that my first name is Sharon Drew.<\/p>\n

E: OK. I didn\u2019t know that. But I know you\u2019re a sales company and want to tell you about our coaching products. [And the reason she doesn\u2019t want to collaboratively figure out if our solutions would blend is\u2026.?]\nSDM: Do you know who I am and what I do?<\/p>\n

E: \u00a0\u00a0You\u2019re the President of Morgen Facilitations. What else should I know? [She\u2019s asking ME?]\nSDM: So you didn\u2019t do your homework. I\u2019m a sales visionary, and for decades have been teaching a buy-in model I invented to sales folks and coaches to help buyers manage their off-line consensus and change.<\/p>\n

E: That\u2019s no reason you wouldn\u2019t be able to use our products also, or tell your clients to use our products.
\nSDM: Wow. You\u2019re still pushing without listening to what I said.<\/p>\n

E: Oh yeah?? I\u2019m not pushing. Just educating.<\/p>\n

These calls really happened. Do you know how your sales folks are making their cold calls? If you ever want to teach your cold callers to enable a collaborative dialogue that\u2019s win-win, that facilitates decision making and integrity, and teaches your buyers how to consider working with you and your solution on the first call, contact me. Buying Facilitation\u00ae is not sales, but it uses a Facilitative Questioning model that starts by opening a discussion that enables change and collaboration and buying. And you wouldn\u2019t sound like these idiots. sharondrew@sharondrewmorgen.com<\/a> or www.buyingfacilitation.com<\/p>\n","protected":false},"excerpt":{"rendered":"

#1 C: Hello, Sharon? Joe from Mimeo calling. How you doin\u2019 today? [I assume he was attempting to be intimate, not knowing that anyone intimate with me would never call me \u2018Sharon.\u2019] SDM: Do you know if that\u2019s my correct name? C: I do know. It\u2019s your name. SDM: Really? Are you absolutely certain? C: […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"footnotes":""},"categories":[24],"tags":[],"yoast_head":"\nTwo Cold Call Case Studies - buyingfacilitation.com\/blog<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"http:\/\/buyingfacilitation.com\/blog\/two-cold-call-case-studies\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Two Cold Call Case Studies - buyingfacilitation.com\/blog\" \/>\n<meta property=\"og:description\" content=\"#1 C: Hello, Sharon? Joe from Mimeo calling. How you doin\u2019 today? 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