The Best Cold Calling Script That Actually Works
Summary
TLDRThis video script offers a comprehensive guide to mastering cold calls. It shares insights on overcoming objections, engaging prospects, and securing meetings. The speaker, with experience from a large software company, provides a step-by-step approach, including what not to say, how to captivate attention, and a 'meta cheat code' call to action. The script also addresses common objections with logical rebuttals, aiming to reassure viewers that cold calling can be mastered with the right strategy.
Takeaways
- 📞 The importance of having a solid cold call script to overcome objections and set meetings effectively.
- 🔢 The speaker has made 60,000 outbound cold calls, which informs their expertise in the subject.
- 🎯 The goal of the video is to share knowledge that can immediately improve the viewer's cold calling success rate.
- 🤔 The script emphasizes the need to handle doubt, stress, uncertainty, and fear during cold calls.
- 🈲 Three key questions to avoid when opening a cold call to prevent getting hung up on.
- 📝 The necessity of understanding the prospect's needs and being clear about who you are, why you're calling, and what you want.
- 🗣️ The script suggests using the prospect's name to create a personal connection and to show genuine interest in their well-being.
- 📈 The importance of having a clear call to action and the objective of selling time, not just products or services.
- 💡 The strategy of using 'do you have 30 seconds' as a rebuttal to an objection rather than an opening line.
- 👍 The speaker shares their 'meta cheat code' call to action to increase the likelihood of securing a meeting.
- 🛑 The approach to handling objections by acknowledging them and then pivoting to set up a meeting, showing understanding and partnership.
Q & A
What is the ultimate goal of the cold call script discussed in the video?
-The ultimate goal of the cold call script is to overcome objections, set meetings, and increase the likelihood of getting the prospect to agree to a meeting by using proven strategies and techniques based on real-world selling experience.
How many outbound cold calls has the speaker made according to the script?
-The speaker has made 60,000 outbound cold calls.
What is the speaker's background in selling that they draw upon for their script?
-The speaker's background is in selling for a large software company, which provides them with real-world experience and insights into effective cold calling strategies.
What is the 'meta cheat code call to action' mentioned in the script?
-The 'meta cheat code call to action' is a strategy shared by the speaker to increase the chances of getting a prospect to agree to a meeting, although the specific details of this strategy are not provided in the script.
Why did the speaker coach a rep from a small company in Canada?
-The speaker coached the rep because the rep was struggling on the phone, not knowing what to say, and needed guidance on improving their cold calling approach.
What is the first mistake made by reps when opening a cold call according to the script?
-The first mistake is asking three questions in a row, which can overwhelm the prospect and lead to them hanging up.
What should a rep never ask when opening a cold call?
-A rep should never ask if the person on the other end wants to hang up on them, as it is counterproductive and can make the call seem gimmicky.
Why is it important to ask for the prospect's time during a cold call?
-Asking for the prospect's time is crucial because the objective of a cold call is to sell time and set up a meeting, not to close the deal immediately.
What is the strategy for handling objections when they arise during a cold call?
-The strategy involves acknowledging the objection, validating the prospect's position, and then using it as an opportunity to set up an introductory meeting to discuss their needs and how the product or service might be of value to them.
What should a rep do after the prospect agrees to a meeting in the script?
-After the prospect agrees to a meeting, the rep should validate the agenda for the meeting, confirm the email address for sending the calendar invite, and ensure the prospect is clear on what will be discussed during the meeting.
How does the speaker suggest handling the objection of a prospect saying they don't have any budget?
-The speaker suggests acknowledging that they understand the budget constraints and that they are not expecting the prospect to make a change immediately. Instead, the focus should be on setting up an introductory meeting to make the prospect aware of what's available for future considerations.
Outlines
📞 Mastering Cold Call Techniques
The speaker shares their expertise in cold calling, having made 60,000 outbound calls while working for a large software company. They aim to provide a comprehensive guide to overcome objections, captivate prospects, and secure meetings. The summary includes avoiding common opening mistakes, such as asking if the person is available to talk or if they have a moment, and instead suggests personalized greetings and direct value propositions. The speaker also emphasizes the importance of a strong call to action and provides a 'meta cheat code' for increasing the likelihood of a meeting agreement.
🎯 Crafting an Effective Call to Action
This paragraph focuses on the necessity of having a clear and assertive call to action during sales calls. The speaker advises against being passive and emphasizes the importance of confidently asking for the prospect's time. They discuss the goal of selling time rather than trying to close a deal immediately, especially for larger B2B sales. The speaker provides a script for making the ask, including validating the prospect's priorities, offering value, and suggesting a specific time for a meeting. They also discuss handling objections by acknowledging them and using them as opportunities to further the conversation towards a meeting.
🛡️ Overcoming Objections with Expertise
The final paragraph delves into strategies for handling objections that may arise during a cold call. The speaker suggests embracing the prospect's objections and using them to build a relationship rather than trying to force a sale. They stress the importance of positioning oneself as a partner and subject matter expert, offering insights and best practices to the prospect. The speaker provides a script for responding to common objections, such as budget constraints or current use of a competitor's product, and encourages setting up an introductory meeting to discuss mutual interests and potential collaboration.
Mindmap
Keywords
💡Cold Call Script
💡Objection Handling
💡Call to Action (CTA)
💡Prospect
💡Value Proposition
💡Rejection
💡Role Play
💡Gatekeeper
💡Meeting Setup
💡Sales Cycle
💡Subject-Matter Expert
Highlights
The speaker has made 60,000 outbound cold calls and offers a comprehensive script based on real-world selling experience.
The video aims to share knowledge to help viewers feel more successful in cold calling and setting meetings.
The speaker emphasizes the importance of not making common mistakes that lead to getting 'body bagged' on the phone.
Provides a strategy for captivating a prospect's attention and moving into a call to action.
Introduces a 'meta cheat code' call to action to increase the likelihood of getting a meeting agreed upon.
Shares exact lines and responses for handling objections faced during cold calls.
The speaker recounts a coaching session with a rep to illustrate common issues and solutions in cold calling.
Advises against asking three questions in a row at the start of a call, as it can lead to the prospect hanging up.
Discusses the importance of stating who you are, why you are calling, and what you want at the beginning of the call.
Provides tips on how to handle the objection 'do you have 30 seconds' and repurpose it effectively.
Stresses the need to sell time and get to the point of asking for a meeting as quickly as possible in the call.
Details the importance of validating the prospect's priorities early in the call to set the stage for a value proposition.
Outlines a method for dealing with objections by acknowledging them and continuing to push for a meeting.
Suggests using the prospect's priorities against them to set up a meeting for future consideration or partnership.
The speaker emphasizes the role of a salesperson as a partner, not just a seller, in the sales process.
Provides a strategy for objection handling that involves accepting the prospect's situation and offering future value.
The video concludes with a summary of the cold call opening, value proposition insertion, call to action, and objection handling.
Encourages viewers to like, subscribe, and stay tuned for future videos on similar topics.
Transcripts
what if I told you I have the ultimate
cold call script to overcome any
objection and set every meeting I've
made 60 000 outbound cold calls so I
know exactly what to do what not to do
what's gonna work what's going to get
you body bagged on the phone based on
proven experience in the real world
selling for a large software company so
I wanted to put together a comprehensive
video sharing everything I know so that
you can come away from this video
immediately and feel like you can be
more successful and set a meeting today
or that whenever you're facing doubt
stress uncertainty fear you've just got
a lot of rejection you can come back to
this video and reassure yourself well
hey at least I know how to cold call I
can do cold Outreach everything's gonna
be okay I'm gonna break down exactly
what not to say to open the call if you
want to get hung up on you can say these
questions and then what to say to
Captivate your prospect's attention so
they hear you out and then you can get
into your call to action I'm then going
to share my meta cheat code call to
action so that you can increase your
likelihood of getting the prospect to
agree to another they're meeting with
you believe me it works and then finally
my exact lines and responses to the
objections that you're inevitably gonna
face so that you can continue to
rebuttal them to the point where they
either hang up on you or they agree to
your meeting because you have defeated
them by pure logic and rationality I was
coaching a rep last week he sells
advertising services for a small company
in Canada and he told me hey Trent I'm
really struggling on the phone I'm doing
a lot of research for before these calls
I don't quite know what to say so I said
okay well let's let's do a role play
let's see where you're at right now act
like I'm the director of marketing at a
non-profit because that's who you sell
to and let's do it ring ring ring ring
hey is is this Trent hey how are you
today hey do you have 30 seconds he hit
me with a triple barrel question to
answer the phone and I immediately had
to end it and say look your prospect is
incredibly busy put yourself in their
shoes for a moment their director of
marketing they just missed their
fundraising Target so their job's
already on the line they've got a big
meeting with their boss tomorrow that
they have to prep for they have 78
unopened emails a member of their team
just quit they're giving a big
presentation to the entire board later
this week they've received seven phone
calls throughout the day have not
answered any of them they have three
voice message and then all of a sudden
when they're finally getting in their
Flow State they get another phone call
from you because you want to interrupt
their day and all of a sudden you open
the call and you ask them three
questions in a row they're gonna hang up
on you and this is a big mistake reps
make because they don't understand what
prospects need prospects need to know
who you are why are you calling them
specifically and ultimately what do you
want so when you open the call the three
questions never to say is this insert
name is this Trent if you don't know who
you're calling then ask yourself why are
you making the call in the first place
and this is a pro tip even if you
believe it's a gatekeeper number a
general number always call as if you are
calling your prospect you are never
asking is this hey can I speak with you
assume you are already speaking with
that person because if you do not assume
that then you're already going to be
behind the second question to never ask
hey do you have 30 seconds this is
incredibly passive and I believe this
line can be repurposed as a rebuttal to
an objection and I'm going to share how
to use that when we get to the objection
handling and then the worst question you
can open the phone call with is hey this
is a cold call do you want to hang up on
me it's so gimmicky put your clown mask
on they're not going to want to work
with you let alone give you any money if
you ask that question so never do it
here's what you say to nail the first 15
seconds and to at least get yourself in
the gate you say Hey Jake this is Trent
from my company how are you oh great hey
there Jake the reason I'm giving you a
call today is insert XYZ give them the
reason hey the reason I was giving you a
call is I'm following up on the recent
email I sent you does my company name
ring a bell Hey Jake I noticed that you
oversee marketing for XYZ non-profit is
advertising important to you today oh I
figured it was a priority boom let's
immediately get into the value prop you
see what we did there hey you open up by
saying hey their name their favorite
word in the dictionary is their name hey
this is Trent from insert company name
have you ever heard the Jake from State
Farm commercial the insurance super
catchy and they say Jake from State Farm
for a reason always say hey this is
Trent from and then enter your company
name how are you they know that you
probably don't care how they are so you
gotta sound like you really do care
about how they are so that you can then
get into the reason I'm calling you
specifically is insert XYZ and it's up
to you to figure out what is that reason
to calling and then you can get into the
actual call early on when I first
started call calling I did a lot of call
reviews with my manager he would say hey
send me calls that you set meetings on
send me calls that you didn't set
meetings on and there was one thing all
of the meetings that I did not set had
in common I would get into the call my
manager would say Hey you sound really
good you're doing everything right but
you're not asking them for their time if
you do not ask it is impossible for you
to proceed so if you find yourself
having a lot of live conversations and
not actually setting meetings are you
making your call to action you need to
have an ironclad call to action in an
agreement with yourself no matter what
I'm going to get to a point in this call
where I make the ask for their time you
are not there to over qualify you are
not there to feature dump you are not
there to necessarily be their friend you
are not there to close them in most
cases for the majority of B2B sales
where it's larger ticket higher deal
size value I was selling 5K 10K 15K
upwards of six figures software sales
deals so we were not closing them on
that phone call we are calling them to
try and introduce ourselves and get them
to agree to another meeting so that we
can start a sales cycle you are there to
sell time that is your objective so you
need to get to that point in the call as
fast as possible even if it seems like
there's no chance of them taking a
meeting you got to at least get to a
point where you make the ask for their
time and try and progress forward to
another meeting that is the entire
purpose of it in so long as you're very
clear in your intentions you'll find
more confidence knowing that that is
your objective and you're going to do it
whatever it takes so when you get into
the call this is what I say no matter
what every time Hey Jake this is Trent
from non-profit how are you great hey
the reason I was giving you a call is
advertising a priority for your team
today and they're going to be like of
course well hey we work for the leading
Advertiser in Canada we work with these
three other non-profits and we help them
increase their funding rounds we help
them whatever business outcome you help
with we help them make more money
acquire more customers insert your value
prop we help them
okay you validated that they care about
advertising so you're going to say well
being that advertising is a priority for
you and your team today I'd love to set
up a meeting so that we can talk about
what's top of mind for you and allow me
to introduce how we might be able to
help does Wednesday afternoon at 3 pm
work for you boom very simple what you
have done is early in the call you
validated why you're reaching out you've
given them some value and you've gotten
them to say yes because they've
confirmed yes advertising import is
important to us yes customer feedback is
important to us yes whatever you're
selling is important to them because
you're opening up with that very generic
question boom being that XYZ is
important to you and your team today
being that it's a priority let's set up
a time to talk about what's top of mind
for you what you care about I'm here to
listen so that we ultimately can
mutually explore if there's value we can
offer to your team today hey the only
way we can do that is by setting up a
meeting to discuss and then when you get
to the point when you start to face
objections this is when this line really
comes into play be because you're going
to face objections either at the
beginning of the call or after you make
that call to action I'm going to start
at the beginning of the call and then
we're going to get to right and you get
to that call to action that's when
you'll probably face the majority of
objections the first category of
objections is once you make the call and
get them on the phone in the first five
seconds they're gonna they're gonna try
and brush you off they're gonna try and
speed up the pace hey who are you how
did you get my number why are you
calling what do you want do we know each
other hey I'm running into a meeting
they're going to give you a plethora of
excuses and what you do is you never
sound rushed if the call feels rushed
it's you who are rushing the call so if
they're Pace their speed increases you
stay the same control the pace at all
times and what you do is you do not go
away easy so if I get any of those
objections I I acknowledge I validate
yeah I know I'm calling you out of the
blue may I have 30 seconds for me to
tell you the reason why I'm calling you
you say it's super straightforward and
that's why you don't open the call with
do you have 30 seconds you don't need to
get Mission you just get into it if they
give you the objection that is when you
need to ask for permission to continue
forward and more often times than not
they're going to say okay yes go ahead
or hey I've started my timer because if
they say no I don't have 30 seconds you
say okay well I'm going to give you a
call back later today hey better yet let
me send you a counter invite so you know
when to expect my call and maybe you can
get some cheap meetings that way but 99
of the time they're gonna say okay yes
go ahead you get into your pitch you get
into your value prop you make the ads
for their time hey being that this is a
priority for you and your team let's set
up a meeting to discuss they're then
going to say hey we don't have any
budget we're using competitor we're good
now's not a good time keep in mind
metapoint if they're already doing what
you were trying to sell them meaning
they're using one of your competitors
they have an in-house solution this is
really good because it validates that
they are willing to spend on what you
are trying to sell them this is perfect
so whenever they give you one of those
objections hey we uh we've already
provisioned our entire budget for the
year in the first 10 days so it wouldn't
even make sense to me I I didn't expect
you to have any budget I know you don't
have any money that's okay I don't
expect you to change anytime soon the
reason I'm reaching out is because we're
one of the best vendors in the
marketplace and I simply want to help
make you aware of what's out there so
that when you are in a situation to
renew or reevaluate you're fully aware
of what's out there hey I know now is
not a good time I'm not expecting you to
start doing this today I'm not expecting
you to change the way you're doing
things today I simply wanted to set up
an introductory meeting so that we can
get introduced so that I can listen what
you care about and I can share what
other organizations in your space are
doing hey I can show up prepare to the
meeting to deliver comprehensive best
practices because I am the subject
matter expert you don't need to tell
them the expert but you need to show up
with the altitude acting as if you were
the expert think about you being a 27
year old account executive like me at
the time you're speaking with mid 40 mid
50 year old Executives who get paid five
accidents out money you're making the
reason they're taking the time with you
is because they believe you're you have
specialized knowledge on this unique
category this objective that they are
trying to achieve they are going to get
promoted they're going to be more
successful they're going to be less
likely to lose their job as a result of
working with you so you are not there to
sell them you were there to build a
relationship hey the only way we I can
earn the right to partner with you is if
I really understand what you care about
and I'm able to share how we might be
able to help with that maybe we can't do
that but I really believe we can't and
that's why I believe an introductory
meeting would be a great use of your
time you see what we've done here any
objection you face this strategy will
work with because you're not there to
change it you accept whatever they give
you you acknowledge it hey I know you
guys are using that vendor they're
fantastic but there will come a time
when you consider renewal and you you
evaluate how the program works I want to
make sure you're full aware of how other
companies are doing it so at the very
least you can Implement those new ways
those new strategies to get the most out
of the program or best case hey you
realize that it would be foolish not to
move with us I wouldn't probably say
that but you see what I'm saying here
it's we're looking to partner I'm not
here to sell you I'm here to partner I'm
here to work with you so any objection
you get that's what you're going to say
okay well great well I know that since
this is in Portland set up a meeting at
this time in Pro tip after they've
agreed to your meeting make sure to
validate hey I have Trent google.com as
your email is that still the best email
to read you okay great well I'm going to
be sending you a calendar event right
now there's going to be a video Zoom
Link in there and what we're going to
talk about is we're going to talk about
your priorities I'm going to introduce
how we can help and if we both agree
there's alignment I'd like to continue
the conversation
if not we can part ways how does that
sound boom once you've validated the
agenda for the meeting they are even
more likely to attend and be excited to
want to speak with you in today's video
we covered how to open the cold call
what not to say what to say how to
insert your value prop and ultimately
get to the call to action which is the
most important part and then finally the
objection handling strategy to overcome
any objection and to set every meeting
just like we said at the beginning of
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