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.