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    How I perfected my cold calling, and it might help you too Sales and Selling

    December 01, 2017

    How I perfected my cold calling, and it might help you too Sales and Selling

    How I perfected my cold calling, and it might help you too

    Posted: 01 Dec 2017 02:09 AM PST

    Hi all! Hope you're crushing it going into December; I know it's a tough time of year. I created a post on how I cold call, and I'd love to hear your tips and tricks too. I understand some may disagree with my methodology, and that's okay. Let's keep it civilised.

    This Cold Calling Script Booked Me Meetings With The Biggest Law Firms in Adelaide

    Cold calling is a unique weapon in the salesperson's arsenal. I send emails, texts, Linked In messages, and heck, even hand-written letters, but nothing compares to picking up the phone and making the call. It's like bringing a bazooka to a knife fight. Here's my take on a perfect B2B cold calling script which you might find helpful too.

    Alternative types of communication are all one-way. Through mediums such as emails, texts, social messages and letters, it doesn't require the other person to "buy-in" to the communication. Consider that for a moment.

    Those contact efforts are easy for the prospect to put-off, save for later, ignore and forget. They definitely serve a purpose, and I believe a great salesperson uses all forms of communication available, but nothing will replace a phone call.

    Phone calls are a personal, two-way, real-time interaction. I've achieved more in a single call than weeks of touches via other channels. Honestly, while prospects seem "annoyed" at cold callers, they also can appreciate the effort of a human wanting to get in contact with them, especially after multiple attempts.

    But there is a right way and a wrong way to execute a cold call, and it can be confronting for both the salesman and the prospect. Immediately, people raise their defences when they receive an unsolicited call, so we need to disarm them and instil trust.

    I'll explain the theories behind each section of my call so you can tailor it to your industry and company.

    I've conducted a lot of research on how to perfect cold calling, because it's arguably the most important call in your relationship with a prospect. It's the "first date" of the business world, so you'd best impress!

    The Cold Calling Open/Introduction

    Hi John, this is Michael from XYZ, have I caught you at a bad time?

    Let's break this down.

    • Introduce yourself in a happy tone. Keep it short, succinct and polite. Speak confidently – like you would talk to a friend.

    • Address the prospect by their first name, to infer you're of equal status. While saying "Mr." or "Mrs." can be a sign of respect, it also communicates that the prospect is more important than you. You're calling with a solution to help them and your time is also of great importance; don't put the prospect on a pedestal.

    • I stopped saying "My name is Michael…" and started announcing "This is Michael…" I found this yields more positive responses, perhaps because it conveys a sense of authority. It also cuts the total number of words down.

    • I also experienced better results using my first name and the company, but not my last name. I want to remove any unnecessary words, and simplify my message as much as possible for the prospect. Not to mention, when talking to a friend, you're on a first name basis.

    • I hate it when sales people ask me: "How are you?" I know they don't care, and it's honestly a waste of time asking. They're interrupting my day, they're a stranger to me AND they're asking me a shallow question? Save that for people you're acquainted with. Instead, I'd prefer to be asked "Have I caught you at a bad time?" for four reasons, so I tend to do the same:

    1) It's courteous and shows I respect the prospect's time.

    2) A question encourages the prospect to "buy-in" to the conversation; it takes two to tango.

    3) When someone receives an unsolicited phone call, their immediate reaction in their mind is negative and hence no, no, no. By asking if I've caught them at a bad time, the answer "no" is actually the positive answer. This isn't a Jedi mind trick, but it often buys you a bit more time to get your point across.

    4) Even if I have caught them at a really bad time, the prospect often says "Yes, but can you call back in an hour?"

    The Reason

    The reason I'm calling is because we're helping the big law firms in Adelaide with their property valuation needs, and I thought you might be interested too. Then stop talking and wait.

    • The aim of stating the intention of my call cuts to the chase and "sets a hook" in the prospect. I want to create enough interest so they want to learn more. But you don't have to hit the prospect with facts and figures; you just have to arouse curiosity. Remember, people buy from people. Be real and authentic.

    • The way you deliver this is crucial. You must be articulate, but excited; clear but upbeat.

    • I realise this pitch on paper doesn't sound exactly exciting, but the reason it works for me is because (most) lawyers are open to learning about how we can benefit them and their clients.

    • I tried different variations such as: "The reason I'm calling is because we help save lawyers time and money with property valuations…" but the response I got was that it was "too salesy," and they became more hostile over the phone.

    • "…we're helping the big law firms in Adelaide…" is social proof that we're helping companies LIKE them, and we're local. This cements a trust in the prospect that we can actually provide some value to them.

    • "…and I thought you might be interested too." Who could be angry at that? I disarm the prospect but letting them know I'm not selling anything at this stage; all I've done is explain we've helped others like them and now I'm thinking we MIGHT be able to help them too. This provides a great avenue for more questions regardless if their response is "yes" or "no."

    • Then stop talking and wait for a response. In many instances, the prospect has already started talking, but if not, use the silence to create an atmosphere where the prospect HAS to say something. Often the prospect is interested and wants to hear how we can help, but on the odd occasion some they say they're not interested.

    Qualify

    The aim here is to "investigate" by asking questions. While my hypothesis is that we can help them, I want to make sure they're a good fit for us. There's nothing worse than a bad customer, or wasting time with someone that the product/service isn't going to suit.

    Using a date as a scenario, imagine if you just talked the whole time about how good you are. Personally, that would be an awkward situation. The typical salesperson (myself included) is a type-A, extroverted personality who enjoys conversing, talking and having a laugh. Our job is to ask questions, and then shut up, listen, and absorb what they tell us.

    If they say they're interested

    *Great. If I could ask you real-quick, how many family law clients do you have at the moment?

    On average, what percentage of those would need their property valued?

    Who do you typically use for property valuations?

    What's your experience been like with those firms?

    Sounds like we might be a good fit for you. Lawyers find us useful because we service a bigger area across the state, and we also value all types of property. So we're able to save you time because we're more of a one-stop-shop.*

    If they say they're not interested

    Oh, that's okay, I understand. If I could ask you real-quick, is it a timing issue or something else?

    If it's a timing issue, organise a time then and there of when they'll be able to give their full attention, and lock them into a meeting via email calendar. If it's something else, you should have your objection/complaint responses ready. Then, depending on how that goes, you can re-direct to the questions from the "interested" category.

    Closing on a Meeting

    I'd love to meet with you and learn more about what you do, are you free sometime next week? Preferably Monday morning or Tuesday afternoon if that suits you?

    • Emotional words like "love" create impact and show how interested you are, just to learn more about them. The sales process is all about the prospect and getting them to the "promise land" with your solution.

    • Narrow down their options to make it psychologically easier for them, but also leave it open to working around them if need be. That's polite.

    A better way to make sales scripts

    While scripts can boost your sales, conversations aren't linear. It can be difficult to work off of scripts on paper, because when you ask the prospect questions, the responses can vary. This is why I created SalesWolf.io, so no matter what direction the conversation takes, I can maintain control and work toward the goal.

    Conclusion

    To be a cold calling master, you need to be enthusiastic and deliberate in the words you speak, while engaging the prospect in a two-way communication. Being short, sharp and shiny is effective; don't beat around the bush. Keep the goal of the call in mind and never forget: people do business with people!

    TL;DR - simplicity, deliberate, short, sharp, shiny, script, questions, listen, close meeting and be an empathetic person

    submitted by /u/MVPhillips
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    Any good podcasts to listen to in terms of sales?

    Posted: 01 Dec 2017 06:30 AM PST

    How's the market in Miami?

    Posted: 01 Dec 2017 11:23 AM PST

    Hey guys,

    I live in Canada and I plan to move to Miami. I will be looking for a sales job down south. At the moment, I work as an account manager for a bank. I get paid 3500 USD after taxes if I reach my quota (if I don't, then my job is on the line).

    However, I don't get any kind of commission (if I exceed my quota) or benefits, but the work is done entirely from home. I've been there only a year and I'm outperforming everyone already. But at the end, what's the point, I don't get paid more.

    Anyway, I'm trying to see what could be my next step. What kind of sales job would actually rewards me for my performance.

    I don't have a college degree but I speak 3 languages (my English grammar needs work) and I have more than 10 years of sales experience.

    Thank you,

    submitted by /u/OffshoreAM
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    Booking meetings/transfers this time of year (now till Dec. 31st)

    Posted: 01 Dec 2017 11:19 AM PST

    How do I do it?

    Everyone wants to push everything back till early Q1.

    'Call me after the new year" is everyone's favorite new line, apparently...

    SDR here, thanks for your help.

    submitted by /u/DonutBoy11
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    When a prospect / client moves to a new company, which sales rep has dibs?

    Posted: 01 Dec 2017 10:36 AM PST

    If I do a deal with someone and they are in my book of business, and they go to a new company, who has rights to that contact moving forward? The sales rep from my company who is the owner of that particular new company / account? Or does the original owner of that contact get the right to follow them into the new company since they already have rapport?

    submitted by /u/tweeterpot
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    First full time sales job, where to start?

    Posted: 01 Dec 2017 09:12 AM PST

    Hello all,

    I am a 20 yr old guy looking to get a sales career. I will get an associates in information tech next semester, and from the age of 18 until now, I have been in basic tech jobs (phone support, desktop support) and I am looking to make that jump to sales. I say "first full time sales job" because I technically have one with Primerica, doing life insurance sales, but part time (I work whenever I want to there) . I want to get a full time sales position that I can put a lot of hours in, as I really want to master the art of sales, and well, I have nothing else to do most of the time.

    If its worth mentioning, I started liking sales as I see I as a very important business and life skill. Of course, I know the beginning can be tough, ill try to prepare for that. Also I started following Grant Cardone a few months back, and his story was really inspiring to me. I've read five of his books and decided to enroll in his Cardone University in order for me to stop procrastinating and really get going with finding a sales position asap.

    Question 1: What should I look for on like indeed, careerbuilder, etc to find a good entry level position?

    Question 2: Any tips for the interview for someone in my shoes?

    Thanks all!

    Edit: I am in the Houston area if that helps

    submitted by /u/CKID777
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    IT Sales: How to get more customers?

    Posted: 01 Dec 2017 08:59 AM PST

    Hi. I work for a telecom company in North Florida. We provide two of the leading Telecom Systems and related solutions (networking, voip and cloud). I have been prodominatly cold calling. Ofcourse we are getting sales, but not like how it is in our NJ office. Southern Market is VERY diff.

    Cold calling isnt really working... What are somethings my compnay can do diffrently, to recieve more sales. We have lost sales to Big competitiors for pricing, but mostly to small competitors with 3-4 employees.

    submitted by /u/KrisGTS
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    Sales CEOs

    Posted: 01 Dec 2017 08:26 AM PST

    The other day I was looking at the top fortune CEOs, how they started and what career moves they made to get to the top. For motivation purposes, I was just curious to see if their were any who started off in sales and unfortunately was sadly disappointed, most CEOs came from finance, tech or law backgrounds.

    Why do you think we do not see enough sales people in CEOs positions?

    Whom do you know or aware of that is the head of a major company that started in sales?

    submitted by /u/Elsteelerschampions
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    Selling PC and electronics to people who don't have money.

    Posted: 01 Dec 2017 04:12 AM PST

    I am having a morality issue where it feels that I am being forced to sell to people who don't have money, or even worse children. My boss is not being very helpful about it so I'm asking here should I leave sales because I hate doing that and selling to children/ people who don't have money.

    submitted by /u/Brazenthree9
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    Whats your best initial follow up email?

    Posted: 01 Dec 2017 07:17 AM PST

    I do a lot of cold emailing and am quite confident with my initial cold email, but always seem to plug & chug different follow up emails. Lately without much success I've said..

    "Hi XXXXX,

    Has anything I've shared regarding XXXX sounded of interest to your events team?

    Best,"

    Anyone have good advice or a basic successful template

    submitted by /u/SqueakyBeats00
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    Two quick LinkedIn resources

    Posted: 30 Nov 2017 01:39 PM PST

    Saw the post on LinkedIn Premium earlier and thought I'd share two LinkedIn Resources.

    VIDEO - How to get more referrals on LinkedIn without offending your connections.

    ONE PAGER LinkedIn Profile Checklist.

    Make It Happen!

    submitted by /u/johnmbarrows
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    Selling ambulance services

    Posted: 30 Nov 2017 08:14 PM PST

    I am new to the marketing and sales job for ambulance services. I have worked on an ambulance for close to 10 years. Bounced around a couple companies and was going to leave the field altogether when my current boss found me and asked me to try it for him. I know or am at least familiar with some of the names of my competitors and what the other companies are doing but this is so new to me. I never have sold anything like this before and it is a very cutthroat business I feel because it isn't like new healthcare facilities are popping up all over the state. How would you guys suggest I attack this. I have started at the bottom looking for patients uunhappy with their current providers. I got a call today from business development from another company telling me I can not do that and I would piss off their boss (larger company).... the other companies have established connections in facilities. I feel lost... any help would be appreciated.

    submitted by /u/mudtires03
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    how i can sell a save money product in the worst economic crisis ever of my country?

    Posted: 01 Dec 2017 02:47 AM PST

    (first sorry for my bad english) i live in brazil and we are We are in a heavy economic crisis, i get a job in telemarketing company selling an product where the clients save their money in 48 consecutive mounths. simple buuuuuuut... 70% of all brazilians cant save money in this crisis and my country is in the 75 position on education finantions in the world....

    how could i cold cal this persons and convice their to save their money aaaaaaa ?

    any tips,books,videos or thread of cold call for help me

    submitted by /u/dogaodopanama
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    Payroll Sales Advice

    Posted: 30 Nov 2017 07:49 PM PST

    I work a sales support role for a major human capital management company. My role is cold calling 1-49 employee sized businesses to book sales appointments and I have a quota based on setting appointments that lead to sales. Recently I have been struggling with this and for the first time I didn't hit my monthly sales quota. I hold myself responsible for this and think if I pushed harder I would of made it. I do however believe the market is saturated, the product is expensive, and finding a need is difficult. If anyone has any advice for how to uncover more needs or better questions to ask that can generate more interest? I have read Fanatical Prospecting and a few other sales books. I am more consultative then aggressive but I usually have been in the top 5% of sales for the department.

    submitted by /u/Mirror_Tree
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    How much do Partnerships and Business Development Managers make?

    Posted: 30 Nov 2017 08:43 PM PST

    I currently work in Customer Success and am wanting to eventually get into partnerships/business development. What are the salaries and how do I start making the transition over?

    submitted by /u/MSONETWO
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    How do you guys reach out to acquaintances without it being awkward?

    Posted: 30 Nov 2017 12:38 PM PST

    Hey guys! First time poster on here. After reading through the FAQ I couldn't get a clear answer on this specific question so I thought I'd make a post.

    The title pretty much says it all. I have an acquaintance from college that I'm connected with on LinkedIn who is an account executive at a great company. I haven't spoken with him in a few years. I'm looking to get into sales after a brief, but incredible experience at a random sales job. I want to pick his brain about how he got to where I want to be. Just genuine advice. I just don't want it to come off like I'm looking to leech a job from the guy.

    I would gladly appreciate all practical advice on how to go about this. I apologize if there is a thread about this that I couldn't find. Thanks!

    tldr; The title pretty much says it all.

    submitted by /u/bayshark69
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    Looking for Lead Gen lists for call center (substance abuse)

    Posted: 30 Nov 2017 04:57 PM PST

    I am very new to the buying of lead lists so i am not sure where some trusted reliable source are. There are two key situations for a client to be a prospect with us and that is that they suffer from substance abuse or mental and that they have insurance. If anyone has any ideas on what sort of lists to buy or can pin point that down exactly that would be greatly appreciative. Any advice would be great as well.

    submitted by /u/acidraign
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