Secrets To Mastering Cold Calling

Summary

This script offers sales professionals insights into effective cold calling techniques. It emphasizes the importance of triggering curiosity and using a 'confused tone' to engage prospects, rather than the traditional pitch that often leads to defensive responses. The speaker shares strategies like pattern interrupts and the 'confused old man technique' to stand out among numerous sales calls, and suggests industry-specific examples to illustrate the approach. The goal is to initiate a two-way conversation, build trust, and avoid triggering the common resistance associated with sales calls.

Takeaways

• 📞 The script emphasizes the importance of tone and language when cold calling to avoid triggering the prospect's defensive mechanisms.
• 🛡️ It suggests that using a standard sales pitch can cause prospects to go into 'fight or flight' mode, leading to rejection.
• 🔑 The speaker introduces the concept of 'Rel language' to rephrase common sales language in a way that lowers the prospect's guard.
• 🤔 The script proposes using a 'confused tone' to pique the prospect's curiosity and engage them in a two-way conversation.
• 📉 The 'confused old man technique' is presented as a method to make the salesperson seem less threatening and more relatable to the prospect.
• 🔍 The technique involves discussing potential problems or gaps that the prospect might relate to, rather than immediately pitching a solution.
• 📝 The script advises using 'pattern interrupts'—unexpected questions or statements—that break the prospect's usual response patterns.
• 🏢 For B2B sales, the script differentiates approaches based on the size of the company, suggesting language adjustments for smaller businesses versus enterprise-level corporations.
• 🔑 The use of the word 'just' in cold calls is recommended to imply familiarity and reduce the prospect's perception of the salesperson's importance.
• 📑 The script provides examples of how to adapt the cold calling approach for specific industries, such as trucking and real estate investment.
• 📈 The importance of not rushing into a sales pitch is highlighted, with the focus instead on establishing a connection and understanding the prospect's needs.

Q & A

What is the main issue with traditional cold calling approaches as described in the script?

The main issue with traditional cold calling approaches is that prospects are often bombarded with similar pitches, causing them to go into a defensive mode and quickly reject the call due to the 'fight or flight' response triggered by the repetitive and predictable nature of these pitches.

What does the script suggest is the reason behind prospects' resistance to cold calls?

The script suggests that prospects' resistance to cold calls is due to the repetitive nature of pitches they receive daily. This repetition triggers a defensive mechanism in their minds, causing them to go into 'fight or flight' mode and reject the salesperson's approach.

What is the 'confused old man technique' mentioned in the script?

The 'confused old man technique' is a method where the salesperson acts somewhat confused or unsure during the initial part of the cold call. This approach is intended to make the prospect feel more at ease and less defensive, as it does not come across as a typical sales pitch.

Why is it important to trigger curiosity during a cold call according to the script?

Triggering curiosity is important because it encourages the prospect to engage in a two-way conversation. By piquing their interest, the salesperson can lower the prospect's guard and create an opportunity for a more open and receptive dialogue.

What is a 'pattern interrupt' as described in the script?

A 'pattern interrupt' is a technique used during a cold call to break the prospect's expectation of a standard sales pitch. It involves asking a question or making a statement that is unexpected and causes the prospect to pause and reconsider their initial defensive response.

How does the script suggest handling the situation when a prospect asks who you are or what the call is about?

The script suggests using a confused tone and downplaying your identity, implying that you might not be the right person to be talking to them. This approach can prompt the prospect to clarify who they think you should be talking to, potentially leading them to offer to transfer you to the appropriate person.

What is the purpose of using the word 'just' in the script's cold calling examples?

The purpose of using the word 'just' is to imply that the salesperson is not of great importance, which can make the prospect feel less pressured. It suggests that the call is not a big deal, which can help to lower the prospect's guard and make them more receptive to the conversation.

How does the script recommend handling the transition from the initial engagement to discussing the product or service?

The script recommends maintaining a neutral tone and not rushing into a sales pitch. Instead, it suggests continuing to engage the prospect with questions or statements that trigger curiosity and keep the conversation going, allowing for a more natural transition into discussing the product or service.

What is the significance of using property tax records in the real estate investing example provided in the script?

Using property tax records is significant because it provides a tangible and specific point of reference that can engage the prospect's interest. By mentioning specific details from the records, the salesperson can demonstrate knowledge and authenticity, making the prospect more likely to engage in a conversation.

How does the script suggest handling the situation when a prospect seems uninterested or hesitant during a cold call?

The script suggests using phrases that imply uncertainty or neutrality, such as 'I'm not even sure if it makes sense for us to talk,' which can lower the prospect's guard and make them more likely to respond. It also recommends pausing and allowing the prospect to fill the silence, which can lead to further engagement.

Outlines

00:00

📞 Overcoming Cold Calling Resistance

This paragraph discusses the common challenges faced during cold calls, where prospects often respond with disinterest or claim to already have a provider. The speaker explains that the prospect's defensive response is triggered by the standard sales pitch they hear from numerous salespeople. To counter this, the speaker proposes using neuro-linguistic programming (NLP) techniques to change the language and tone of the call to reduce resistance and pique the prospect's curiosity. The 'confused old man technique' is introduced as a method to gain the prospect's sympathy and assistance, rather than presenting as a typical salesperson.

05:00

🔍 The Art of the Cold Call: Engaging the Prospect

The speaker emphasizes the importance of engaging the prospect in a two-way conversation during a cold call. They suggest using a 'confused tone' to appear non-threatening and to trigger the prospect's natural inclination to help. The speaker also discusses the use of 'pattern interrupts'—unexpected questions that break the prospect's usual response pattern and make them more receptive to the call. The goal is to make the prospect curious about the potential issue being hinted at, rather than immediately presenting a solution.

10:03

🚚 Industry-Specific Cold Calling Strategies

The paragraph provides an example of how to apply the discussed cold calling techniques in the context of selling software to trucking companies. The speaker illustrates how to identify a common problem faced by the industry, such as the difficulty in hiring reliable truck drivers, and use it to trigger curiosity. The approach involves hinting at potential hidden gaps in the prospect's current strategy without directly stating that there is a problem, which encourages the prospect to consider the possibility of issues they may not be aware of.

15:03

🏡 Real Estate Cold Calling: Engaging Homeowners

This section offers a strategy for cold calling in real estate investment, where the speaker suggests using actual property tax records to engage homeowners. By mentioning specific details from the records, such as the address and potential issues on 'page three,' the speaker creates a sense of intrigue and legitimacy. The goal is to initiate a conversation about potential property investment opportunities without immediately pitching a sale, which can be off-putting to the homeowner.

20:05

🤝 Building Rapport and Lowering Defenses in Cold Calls

The speaker continues the real estate cold calling example, focusing on the importance of building rapport and keeping the prospect's guard down. They demonstrate how to use a neutral tone and language to suggest a potential benefit to the homeowner without being pushy. The speaker's approach is to create a sense of uncertainty about whether a conversation is even warranted, which paradoxically makes the prospect more likely to engage and explore the possibility of a mutually beneficial arrangement.

25:05

📘 Advanced Cold Calling Techniques and Resources

The final paragraph wraps up the discussion on cold calling techniques, highlighting the effectiveness of using neutral language and psychological tactics to gain a prospect's interest. The speaker invites the audience to join a Facebook group for further training and industry-specific examples, emphasizing the importance of continuous learning and adaptation of cold calling strategies.

Keywords

💡Cold Call

Cold calling refers to the act of making telephone calls to potential customers who have not requested information or expressed interest in a product or service. In the video, the theme revolves around improving the effectiveness of cold calls in sales. The script discusses common issues with cold calls, such as prospects being uninterested or already having a vendor, and offers strategies to overcome these challenges.

💡Prospect

A prospect, in sales terminology, is a potential customer or client who has the potential to purchase a product or service. The video script emphasizes understanding the mindset of prospects when they receive cold calls and suggests techniques to engage them effectively, such as triggering curiosity and using a 'confused tone' to lower their guard.

💡Fight or Flight Mode

Fight or flight mode is a physiological response to a perceived threat, which in the context of sales, can be triggered in prospects when they feel pressured or spammed by salespeople. The script explains that using standard pitches can cause prospects to go into this defensive mechanism, leading to rejection.

💡Pattern Interrupt

A pattern interrupt is a technique used to break the routine or pattern of a prospect's expectations, often to gain attention or reset the interaction. In the script, it is suggested as a method to engage prospects by asking unexpected questions that pique their interest, rather than using clichéd sales pitches.

💡Tone

Tone, in communication, refers to the attitude or mood conveyed through one's voice or writing. The video emphasizes the importance of using a specific tone, such as a 'confused tone,' to make the prospect feel more at ease and less likely to reject the salesperson immediately.

💡Curiosity

Curiosity is the desire to learn or know more about something. The script suggests that triggering curiosity in the prospect's mind is a key strategy for successful cold calling. By asking questions or making statements that provoke thought, salespeople can encourage a two-way conversation rather than a one-sided pitch.

💡Defensive Mechanism

A defensive mechanism is a psychological response to protect oneself from feeling vulnerable or threatened. In the context of the video, prospects may use defensive mechanisms like saying 'not interested' or 'we already have someone' to protect themselves from perceived sales pressure. The script discusses how to avoid triggering these mechanisms.

💡Confused Old Man Technique

The 'confused old man technique' is a specific strategy mentioned in the script where the salesperson adopts a tone and approach that suggests confusion or uncertainty. This can make the prospect feel more inclined to help the salesperson, potentially leading to a more engaged conversation.

💡Industry-Specific

Industry-specific refers to techniques, knowledge, or practices that are tailored to a particular industry or sector. The script provides examples of how to adapt cold calling strategies to fit specific industries, such as trucking companies or real estate, to make the approach more relevant and effective.

💡Property Tax Records

Property tax records are official documents detailing the taxes paid on a property. In the real estate example provided in the script, the salesperson uses the tactic of having the property tax records on hand during the call to establish credibility and engage the prospect's interest, suggesting a personalized and informed approach.

Highlights

The importance of understanding why prospects react defensively to standard cold call pitches.

The concept of 'fight or flight' mode in prospects when they feel sales pressure.

Using 'Rel language' to rephrase common sales language to be less triggering.

The strategy of lowering one's tone to encourage engagement and curiosity in prospects.

Triggering curiosity in prospects as a method to initiate a two-way conversation.

The technique of 'pattern interrupt' to stand out from typical sales pitches.

The 'confused old man technique' to elicit help and engagement from prospects.

The significance of using a confused tone to appear non-threatening and less like a typical salesperson.

The strategic use of the word 'just' to imply familiarity and reduce the prospect's guard.

The method of asking for help to leverage human behavior and prompt assistance from prospects.

Using neutral language like 'possible hidden gaps' to avoid immediate rejection.

The approach of seeding the idea of potential issues to pique a prospect's curiosity.

The tactic of acting confused to get the prospect to self-identify as the right person to talk to.

The importance of not rushing into a sales pitch and instead focusing on engagement.

The technique of using silence and neutrality to draw prospects into a conversation.

The practical example of using property tax records to create a personalized and engaging cold call.

The strategy of leveraging specific property information to increase engagement and decrease hang-up rates.

The method of using a 'brief conversation' pitch to lower the perceived pressure of the call.

Invitation to join a Facebook group for further industry-specific cold calling techniques.

Transcripts

hey do you notice when you cold call

your prospects and say hi my name is I'm

with XYZ company and the reason why I

called you was click or they say not

interested or we already have somebody

for that you know why the prospect is

doing that well if you don't I'm going

to show you why they're doing that in

their mind and then I'm going to show

you how to Rel language certain things

you're saying and how to use your tone

to get your prospect to let their

guarden come over here to my VI board

now I know most of you have been trained

when you cold call to do what what's the

standard pitch hi my name is James

Miller I'm with

ABC company whatever that is and the

reason why I called you was now I want

you to think about this for a second are

you the only person that's calling that

Prospect day in and day out cold calling

them you got to realize they're getting

cold calls from everybody that's selling

anything from maintenance equipment to

what you sell to you know cyber security

for their office it doesn't matter so

when they hear you say the same thing

that everybody else is saying that they

don't like when they turn down the other

salespeople what do you think is

happening in their mind their guard goes

up okay they go into what's called fight

ORF flight mode and they say they react

to you that's a what we would call a

defensive mechanism I'm not interested

we already have a vendor for that we

don't need that okay you're literally

triggering the resistance by the way

you've been taught how to talk to them

in that first 30 seconds are you with me

on that okay so what I'm going to do is

I'm going to show you how to Rel

language that and then how to lower your

tone to cause them to want to engage and

Trigger curiosity you might want to pay

attention to this this is going to be

really important here all right so the

first thing that we want to do when we

cold call is we want to trigger

curiosity in their mind so so they

actually want to have a two-way

conversation like there's something

you're going to say and how you're going

to say it and how you're going to ask

that's going to cause them to open up

okay I'm going to show you some examples

of that industry specific ones and

generic now this is what we call a

pattern interrupt now I don't mean

saying something weird or like some type

of joke or something like that those

very rarely work so be careful of those

so when I talk about pattern interrupts

it's just a certain question you're

asking and I'm going to show you up here

that just causes them to be like oh yeah

that's us and what we're going to do

rather than going into I represent ABC

company and I'm calling about our new

XYZ software where you start talking

about your solution we're going to talk

about a problem or two that most of

those people answering can identify with

which then triggers curiosity all right

and then we're going to do

it and I know some of you going be like

Jeremy why would I do that you're going

to act confused in the beginning not

very long but in the beginning of that

cold call where they actually come to

your rescue I actually called this the

confused old man technique now where did

I develop the confused old man contique

you see one of the industries I sold in

during my 177e sales career was B2B and

I was calling cold calling prospects

like you I was cold calling SM type of

companies I was cold calling even

Enterprise level companies Fortune 500

and Fortune 1000 and I quickly realized

that if I sounded it like everybody else

that if I sounded sharp and excited and

right to the point that the prospect

viewed me like everybody else cold

calling them on a daily basis and so I

literally had no shot I had to play the

numbers game at that point I don't want

to play the numbers game because you

don't make that much money playing the

numbers game so I quickly realized that

I acted kind of confused like I wasn't

quite sure who I was supposed to be

talking to that the average person

whether they were a gatekeeper like a

admin person or if they were the

individual I was supposed to be talking

to like a c-level executive would

actually come to my rescue and tell me

who I should be talking to and actually

transfer me to them or if they were the

person I was reaching would say oh no

I'm the person you should be talking to

and I'm going to show you what I mean by

acting like a confused old man it's the

confused tone like I'm not quite sure

confused tone I'll show you in a second

all right you this will be interesting

all right now I'm going to give you a

generic example here so you can plug in

what you sell to this example and then

right after I'm going to do this you

want to stay around for this I'm going

to give you two completely different

industry specific examples where you can

actually see the framework in action I'm

going to show you how to do pattern

interrupts all right so let's say that

uh somebody answers the phone okay and

I'm going to show you my tone in this

yeah is this is uh is Jane there hey

yeah Jane it's just um James Miller with

ABC company I was wondering if you could

possibly uh help me out for a moment now

let me talk about what I just did there

I'm going to get a drink of

water and I'm actually going to do that

over because I want you to hear the

tongue my my voice is just I had no

water in there that caught in mouth all

right yeah is this Jane oh hey Jane it's

just uh Jeremy Miner I was wondering if

you could possibly um help me out for a

moment now I want to show you what I

just did there okay what type of tone

did you hear me use okay that was a what

a

confused tone all right now why would I

use a confused tone there why would what

why wouldn't I just say hey this is

James Miller uh I'm with ABC company I

was wondering if you could help me out

for a moment because I would sound like

a what a salesperson trying to sell

something I don't want to sound like

that okay now why would I use the word J

why would I say yeah it's it's James

Miller uh my yeah my name is it's just

James Miller why would I use say J why

would I almost downplay myself there

because you're probably taking sales

train like never use the word just it

implies that you're not important well I

hate to tell you on a cold call when

you're calling a prospect who has no

idea who you are from Adam or Eve you

have zero trust and zero credibility

they don't think you're important

already I hate to tell you that so by

using the word just primarily just cold

calls now inbound and outbound much

different examples okay but when you

cold call the word just implies what

that they should already know you yeah

it's just Uncle John calling you back

okay it's just like it's not a big deal

see I want them to feel like it's not a

big deal so they what lower their guard

okay they relax they don't put up the

guard where I have to compete with the

wall of sales resistance you see why I'm

using that okay uh I was wondering if

you could possibly um help me out for a

moment now when you do that with that

type of tone that confused tone you know

what most people will say they like uh

sure how can I help you or they'll say

like if they're really like in a bad

mood they'll be like uh sure how can I

help you or who or who is this or what's

this all about most people will say

though uh sure how can I help you okay

like how can I help you because I'm

asking for help when an old man goes

into a grocery store and his GPS doesn't

work on his phone he's like ah I'm not

sure how to get to my daughter's home

everybody does what come to his help

because he's asking for help I'm using

human behavior I want to work with the

way the brain is already working now

let's look at the next part here I was

wonder if you could possibly um help me

out for a moment uh sure how can I help

you well and I'm not sure if you're the

right person I should be talking to but

I I call to see um who would be

responsible like in your company at

looking at any possible hidden gaps in

your blank that could be causing you

guys to blank um who should I be talking

to about that now let me analyze what I

just did there okay that is a generic

example all right now why would I say

even if the right person answered why

would I say well I'm not quite sure if

you're the right person I should be

talking to but I call to see who would

be responsible now why would I say

responsible who would be responsible in

your company now in this example this is

more of a smaller company if I'm calling

an Enterprise level company that has

thousands of employees I'm going to say

responsible in your department for

looking at any hidden gaps so a little

bit of a shift there this would be a

smaller company you'd say company if

it's a really really big company more

Enterprise you're going to use

Department okay if you sell B2B you know

what I mean by that okay at looking at

any possible now why would I say

possible why wouldn't I say looking at

Hidden gaps because they might be say

well we don't have hidden gaps but if I

say possible hidden gaps see that's a

neutral word possible hidden gaps that

causes them to think oh what what do you

mean by hidden gaps or do we have

something wrong it just seeds that there

could be something wrong okay that's all

I want I'm not trying to sell them with

this all I my job is to get them to let

their guard down where they open up and

have a two-way conversation that's my

only goal on that first part of that Cod

call any possible hidden gaps in your

blank now the blank will be determined

about what you sell let's say if you uh

sell like accounting services to small

business owners to help them with their

accounting so they don't overpay the IRS

with taxes I'm just throwing out

something any hidden gaps in like your

accounting like your uh you know your

accounting with what you guys are doing

that could be causing you guys to

overpay the IRS every year now if I said

that any possible hidden gaps in your

accounting that could be causing you to

overpay the IRS every year what do you

think that's going to do that's going to

trigger some curiosity how do you mean

by paying the IRS or how do you mean by

overpaying it's impossible for them not

to be curious at that point when I plug

in the negative consequence of the

possible hidden Gap in your blank that

could be now notice I didn't say is

could be why would I use the neutral

word there because could be if I get an

A type personality I'm never going to

trigger that Prospect to say we don't

have any problems we don't have any

hidden gaps if I say could or possible

it's neutral it's a neutral word all

right and then at the end I say who

should I be talking to about that now

most of the time if you're talking to

the actual person they like oh that's me

now why did they say that because I said

who would be responsible for problem

with negative consequence it's hard for

them to say oh that's not me and try to

transfer like almost impossible because

they could get in trouble all right all

right so that's a generic example now

there's some offshoots of that okay and

we train all of that uh you know

actually some of you are probably

wondering like how do I how do I write

these cold calls out for my industry so

if you're wondering about that um why

don't you go we'll let you go to one of

our Facebook groups you can go to um

sales revolution. proo go to that one

sales revolution. proo I think there's

like 85 90,000 uh people in there and we

do a lot more of this like uh specific

industry training in that Facebook group

so you're welcome to go there if you

want to U learn more about cold calling

for your industry all right now you want

me show you a specific industry right

here I can't get a water here just

caught in mouth what are we going to do

now let's say that you sell SAS all

right we train thousands of salese in

this industry we train 158 different

Industries uh SAS is a big one for us as

well but let's say you have some type of

of uh some software like a recruiting

software that helps trucking companies

okay this is a big industry that helps

trucking companies hire better truck

drivers because a big problem that they

have is they Place ads on indeed and

linked in in in different places and

they get kind of flaky people not really

uh LinkedIn but more indeed and they get

flaky drivers that then get hired and

you know after a week they're like I

don't want to do it and they quit and

when they quit guess what happens you

know that tractor trailer that big cargo

that they're hauling across the country

that they make money once they deliver

it well that's setting in their parking

lot now because nobody's driving it and

they're losing thousands of dollars a

day because they don't have enough

drivers to drive all the trucks and they

can't expand and hire more drivers uh

they can't get more trucks they can't

expand their business so it's a big

problem that this company that this

industry recruiting SAS solves for these

truck drivers they get much more

qualified candidates that last and

they're more experienced all right so

let's say in this example if I'm

typically calling a trucking company

most of the time that's going to go into

like some type of recepti not all the

time but most of the time so let's say

that Wanda answers ABC company this is

Wanda how can I help you okay I'm going

to say this oh hey wand it's just uh

Jeremy miners I wondering if you could

possibly um help me out for a moment uh

sure how can I help you Jeremy well and

I'm not sure who I should be um talking

to

um I'm trying to reach the person who

would be uh responsible for like

overseen like any possible hidden gaps

in like your advertising you know how to

hire like new truck drivers that could

be causing you guys to have to keep

several of your trucks you know vacant

every month who should I be talking to

about that now what do you think Wanda

is going to do notice I didn't talk

about my solution didn't talk about how

awesome it was or do you have 2 minutes

of of your time time can I can I take

too much of your time to talk about our

ABC wonderful thing nobody cares about

that any over now what did I do the

person who's responsible for overseeing

so I just said something different okay

I can tweak this overseeing any possible

hidden gaps that triggers what do they a

lot of times you're going to get

prospects to say oh what do you mean by

hidden gaps and that's what I want

hidden gaps in your advertising for new

drivers that could be causing the firm

to have to keep several trucks vacant

every month who should I be talking to

see that's the problem advertising for

new drivers okay the the thing that they

do and then the consequence is they're

having to keep several trucks vacant

every month which she would know is

costing them tens of thousands of

dollars a day in Lost revenue and then I

say who should I be talking to about

that you're going to be surprised most

will be like oh that's Jim over in

shipping or that's uh Harry over in

human resources or whatever now now you

don't want to say okay can I talk to him

cuz then they'll say do you have a

scheduled appointment a lot so I'm going

to show you an easier way a much softer

way to get her to transfer you over to

Jim or Sally's office number well um

should I have you transfer me over to

her to I guess leave a voicemail and she

can just call me back if she needs some

help with

that see how easy I made that for Wanda

well now I'm acting confused again okay

well should I have you transfer me over

to her to leave a voicemail now why

would I say leave a voicemail rather

than should I have you transfer me over

to her so I can talk to her about

ABC because leaving a voice message

seems much more easier for Wanda to do

now if she's transfering me over to

Sally and Sally's there I wouldn't leave

a voicemail cuz Sally's picking up the

phone you see what I'm doing there I my

goal is not to leave a voicemail but my

goal is to have her transfer me over to

Sally's phone because if Sally's in the

office she's going to answer the phone

if she's not then I'm going to leave a

voicemail and that's a whole another

training all right and then I said and

she can call me back if she needs help

see no pressure that's what I'm trying

to do keep the guard down you're going

to be shocked here you're going to have

like nine out of 10 wandas be like oh

sure I can transfer you over too that's

probably not a problem and you

transferred right over see how that

helps all right you want me to show you

another example okay so this is another

industry specific example let's say that

you sell real estate you're a real

estate investor okay you know those

distressed properties you always see

those signs on the road that says hey uh

we'll buy your home 30 days for cash

guaranteed or you see the Billboards or

you get the numbers okay we train

thousands in this space as well now I'm

going to show you how to trigger

engagement and I'm going to show you a

different way to do this I think you'll

find this actually quite fascinating uh

stay right there Nick I'm going to come

back I've got to get some documents here

just to show everybody what I'm going to

do cuz I think they're going to be like

oh my gosh I can't believe he's doing

that all right so here's what I'm going

to show you how to do so all right in

this example I'm going to show you an

example of a pattern interrupt and you

can do this in any industry but we would

just obviously reord this now if I'm a

real estate investor the advantage I

have to cold call here is in most

counties in Most states I can go print

off property tax records of the

homeowners that I'm calling does that

make sense so I want you to go to your

county most counties you can do this

there's a few you can't but 99% you can

and I literally want you to print off

the property tax records of every single

homeowner it's going to take you some

work but I promise you you're going to

make a lot of money if you do it of

every home that you're cold calling and

I and I want you to hold them in your

hand because this has to sound real you

don't want to fake it fake it to you

make it I don't want you to do that like

I literally want you to print off the

property count tax records of of the

homeowner you're calling all right now

you're going to hold them in your hand

don't cheat it won't make any sense if

you don't why do I want you to hold them

in your hand because while you're cold

calling I'm going to have you shuffle

them around and they're going to hear

their property tax records being

shuffled around and what do you think

that's going to cause them to think

they're going to stay really engaged I

promise you it's very rare never going

to hang up with you let me show you what

to do okay yeah hey is this Sally is

this Sally

uh Hodes yeah this is Sally who's this

yeah it's just uh James Miller I'm

holding a I'm holding a copy of your uh

property tax records at your property at

uh looks like it's 55 five Willow Lane

there in Savana and I was wondering if

you could possibly um help me out for a

moment now how many prospects when you

cold call with their property tax

records and you say I'm holding a copy

of your property tax records at 55

Willow Lane how many of those people do

you think like are going to say not

interested when you're holding their

property tax records shuffling them in

your hand I'm going to go on a Lim and

say zero unless you sound super salesy

and weird all right now I'm going to do

that again I want you to pay attention

to my tone what type of tone did I use a

confused tone that triggers curiosity

that triggers them to want to help me

hey is this is this uh Sally Jones oh

hey Sally it's uh it's just James Miller

I was I'm holding a copy of your

property tax records of your home at um

at the 55 Willow Lane I think there in

Montgomery and I was wondering if you

could possibly um help me out for a

moment you know they're going to say uh

yeah sure how how can I help you or

what's this all about you know what's

going on in their mind they think it's

like the county commissioner with their

tax records that something could be

wrong so I promise you I can assure you

it triggers massive curiosity okay then

I'm going to do this okay now my biggest

thing that I have to do here after I do

that opening statement is you don't go

into your sales pitch if you're in that

industry you're not going to be like

well hey I'm an investor and I really

like your home and I'd like to make you

an offer on it because they're going to

be like oh I don't want to sell my home

because you're going into your solution

too fast without triggering engagement

to then get into it all right so let me

show you what you're going to do here

your biggest thing you have to do

is get them to keep their guard down if

you can keep their guard down you get

into a two-way conversation it can be

very fruitful you can make a lot of

money and you get to help your prospects

solve their problems so here's what

you're going to do well and I'm not sure

if it really makes sense for us to to

even talk but I represent a group uh

that's buying they're buying like four

to five uh different properties and like

the kind of that three block area where

you're at there on Willow Lane and after

reviewing doing your your tax records

here U especially on page three um I

called to see if you would be opposed to

maybe even having a brief conversation

around that because we we might actually

be able to do something for you and

you're going to go silent now you're

going to notice they're going to be like

uh sure or how did you get my property

tax records or yeah uh possibly but who

are you again now that's what I want

because that causes me now to be able to

have a two-way open conversation rather

than you like hi my name is I'm with XYZ

company the reason why I called you was

and you try to spit out as much

information and solution as you can and

hope and pray that they bite you don't

want to hope and pray that is not a

winning strategy so I'm going to do that

again I want you to hear what I did here

it's very important for you all right so

I'm going to go through the whole thing

again I'm going to get a drink of water

here cuz I'm losing my

voice sh so many videos today for you

guys you're welcome by the way I think

you're going to enjoy this one all right

so you're going to print off the tax

records yeah is this um is this Sally

Jones oh yeah hey Sally it's just James

Miller I'm holding a actually let's do

that over again I lost my voice okay all

right so I'm going to show you again how

to do this and I want you to pay

attention to my tone and how I'm pausing

and then I'm going to break down what I

did there okay yeah is this Sally Sally

Hodes yeah yeah Sally it's just James uh

Miller I'm holding a copy of your uh

property tax records at your home at the

uh 55 Willow Lane address and I was

wondering if you could possibly um help

me out for a moment sure how can I help

you or sure you got my property tax

recers what's going on well now you're

going to downplay it well and I'm not

even sure if it really even makes sense

for us to even talk but I represent a

group that's buying looks like it's four

homes in like that three block area by

the Willow Lane property and after kind

of going through your your tax records

on that property especially Page look

like three here um I called to see if

you guys would be opposed to having

maybe a brief conversation around that

home uh because we might actually have

something for you should should we have

a

conversation now it's very hard when I

say let me show you how to do this okay

why would I say well I'm not even sure

if it really make sense for us to even

talk why would I say that because it

causes them to lower their guard if I

said I'm so excited you answer the phone

because I really like your home and I'd

like to buy it then you're going to get

oh well we're not we're not interested

in selling or well it depends on what

you offer but if I kind of push them

away well and I'm not even sure if it

really makes sense for us to even talk I

push them away they do what pull me back

in see how I'm doing that I'm not being

negative I'm saying well I'm not even

quite sure I'm like I don't know yet I'm

neutral so you don't want to be negative

but you don't want to be positive right

I want to I'm right in the middle I just

don't know know yet right I don't know

enough about the home I I just represent

a group now if you're if a real estate

investor you don't want to say I

represent a group of investors because

they might have been called 20 times and

they're saying I I'm with a group of

investors so I just say a group all

right a group that's buying looks like

it's four homes and it's I a three I get

very very specific not generalized in a

three block area by your Willow Lane

property and after reviewing your tax

records especially yeah here on page

three three now why did I do that cuz

now they're wondering what what's on

page three property tax records it's

impossible for them to want to hang up

okay that's what I want all right and

after read your tax especially on page

three see notice how I slow down on that

home I called to see if you guys would

be opposed now why would I say opposed

why would I not say I was wondering if

you would be open because what does the

what does what do most human beings want

to say on a cold call no so if I say

opposed I want them to say no you'll

find a lot when you say I was wondering

if you would be opposed to having a

brief conversation around that most

people will say yeah I'm not opposed

what do you have it's hard for them to

say yes I'm opposed it's very hard

because they already want to say no so

like I said I'm using that to their

advantage of mine because I'm working

with their brain the way they're already

wanting to think I'm using no to get

them to say eventually

yes see what I did there having a brief

conversation around that now sometimes

you can add cuz we we might actually

have something for you should we have a

conversation okay might it's a neutral

word does that make sense now if you

want to learn more about that specific

cold calling techniques uh you're

welcome to join one of our Facebook

groups sales revolution. proo we do a

lot more inside there hope that helped

you