Read Time = 4 minutes

1. The Intro

Buyers are quick to sniff out a cold call.

Conversations that start like:

• Sales rep: “Hey - Is this [name] with [company]?”

• Prospect: “yes”

• Sales rep: “Hey [Name] - how are you today?”

Immediately sound the alarms that “this is a cold call!”

I’d recommend having the website up before calls and referencing it during.

2. Problem Based Questions

People are more likely to run away from a problem than towards a solution.

Talking about problems will help you build credibility.

It also sets you up to ask ‘current state’ follow-up questions.

Using ‘bucket questions’ can help on cold emails, calls and even demos.

3. Objection Handling

The best way to handle objections is to get ahead of them.

I’ve tried many ways to handle pricing, timeline and competitor objections.

Nothing has helped me more than ‘empowering the no’.

Here’s how you to get ahead of objections:

1. use a statement like "I'd imagine"

2. offer your recommendation

3. empower the no

4. Ask for the Meeting

Cold calls should be under 5 minutes.

Sell the meeting, not the solution.

Two common questions regarding how to pitch:

1. How do I know when it’s time to pitch?

2. What do I say?

When you hear a problem you can solve, pitch.

Start by summarizing what you've heard.

Use words like:

• “if I'm hearing you correctly”

• “you mentioned”

• “sounds like”

5. Scheduling

Try to book a 30 minute meeting with your VP tomorrow AM.

Chances are their schedule is already booked.

Same is true for your prospects.

The goldilocks zone for scheduling meetings is 2-5 days out.

The farther out you schedule, the less likely they show.

Inbox noise is at an all-time high making it incredibly difficult to stand out.

% of my team’s meetings booked by phone:

• May = 55%

• June = 61%

• July = 59%

Verbal communication & phone skills 📈

Until next Thursday,

TSG

P.S. I reply to all emails.