Katie Mullen is a professional speaker and founder of MMS Consulting. She has spent almost twenty years in sales, in industries ranging from insurance, to medical devices, to online media and even fundraising. In every industry, she observed that cold calling is very intimidating, even for the most seasoned sales reps, and most of them try to avoid it at all costs. She began to suspect that if we could just start thinking about how customers want to be treated, cold calling would be a lot less scary. If we could get inside their heads, what would they say? This curiosity led to a 3 year research project, where she surveyed customers in over 20 states and asked them the same set of questions: What are your pet peeves? What makes a sales professional stand out? What makes you want to avoid a certain sales rep? She then took the results of this research, combined with her many years of sales experience, and developed a sales training program and became a professional speaker. In this podcast, she will be sharing some important pieces of her training program, including customer research, tips and tricks, and even customer interviews. This podcast will help you gain confidence so you feel more comfortable picking up the phone to make those scary prospecting calls. After listening to this podcast, you will be able to start treating YOUR customers with the Golden Rule: Treat them they way they want to be treated!