Summary

In this podcast episode, Tillmann Horn talks with Giulio Segantini from Underdog Sales about the art of cold calling. Giulio shares his journey from studying philosophy to becoming a successful cold caller. They discuss the challenges and changes in cold calling over the years, the importance of trigger points, and psychological approaches. Giulio highlights dealing with accents, adapting to different cultures, and the differences between American and European sales styles. He also emphasizes the importance of handling objections, active listening, and recommends resources for sales training.

Takeaways

- Giulio Segantini transitioned from a philosophy student to a successful cold caller.

- Technological advancements have changed cold calling, such as the use of mobile phones.

- Focusing on relevant trigger points and employing psychological approaches are crucial in cold calling.

- Handling accents and cultural differences can be challenging but also offer a chance to stand out.

- Cold calling remains an effective and essential sales skill.

- Recognizing and adapting to the differences between American and European sales styles is important.

- Accepting objections and asking the right questions, rather than arguing, is key.

- Active listening helps understand the customer's needs and problems.

- Recommended sales training resources include books like 'Unselling' by Kevin Casey.

Chapters

00:00 From Philosophy Student to Successful Cold Caller

03:19 Changes and Challenges in Cold Calling

11:13 Handling Accents and Cultural Differences

15:03 Importance of Trigger Points and Psychological Approaches

22:30 Differences Between American and European Sales Styles

24:01 Handling Objections in Sales

25:19 The Art of Active Listening in Sales

31:17 Recommendations for Sales Training Resources