Secrets To Mastering Cold Calling
Summary
TLDRThis 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
📞 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.
🔍 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.
🚚 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.
🏡 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.
🤝 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.
📘 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.
Mindmap
Keywords
💡Cold Call
💡Prospect
💡Fight or Flight Mode
💡Pattern Interrupt
💡Tone
💡Curiosity
💡Defensive Mechanism
💡Confused Old Man Technique
💡Industry-Specific
💡Property Tax Records
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
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