Scared to Make Cold Calls? | Sales Tips with Jeremy Miner

Summary

This video script explores effective cold-calling strategies in the modern economy, addressing the common fear of rejection among salespeople. It contrasts traditional sales pitches, which focus on the seller's agenda, with a new approach that engages the gatekeeper by identifying and addressing the potential customer's problems. The script emphasizes the importance of building trust and a two-way dialogue, rather than resorting to scripted sales pitches that often lead to rejection. The goal is to make the sales process more customer-centric, increasing the likelihood of a successful call.

Takeaways

• 😨 Cold calling is often avoided due to the fear of rejection.
• 📉 Traditional sales approaches tend to focus on the salesperson's agenda, which can be off-putting to potential customers.
• 🔄 The problem with traditional cold calling is that it doesn't establish trust and can lead to rejection.
• 🤔 The script suggests considering whether the salesperson's energy is too focused on making the sale, which might not resonate with the customer.
• 📲 Customers receive numerous sales calls daily, making them oversensitive and skeptical of unsolicited calls.
• 📉 Traditional cold calling scripts often start with an introduction and benefits, which in the post-trust era, is less effective.
• 💡 An alternative approach is proposed to engage the gatekeeper and reach the decision-maker by focusing on the customer's problems.
• 🗣️ The new model emphasizes a conversational tone and asking for help, which is more likely to create a two-way dialogue.
• 🔑 The script provided shows how to start a call by asking if the person can help, which is a low-pressure way to begin a conversation.
• 🛑 It's important to avoid immediately diving into solutions and instead focus on identifying if the customer has relevant problems.
• 🔍 The seven-figure salesperson approach is about understanding the customer's issues and how they affect them, rather than just selling a product or service.

Q & A

Why do salespeople often avoid cold calling?

Salespeople often avoid cold calling due to the fear of rejection, as it is a common experience when trying to make an appointment or a sale with someone who does not know them.

What is the traditional mindset of salespeople when making a cold call?

The traditional mindset is to focus on the salesperson's own agenda, which is to make an appointment and a sale, rather than considering the needs or interests of the person being called.

What is the main problem with the traditional approach to cold calling?

The main problem is that the traditional approach is self-centered, focusing on the salesperson's agenda rather than building trust and understanding the potential customer's needs or problems.

How do potential customers typically react to traditional cold calls?

Potential customers have become oversensitive and skeptical, often rejecting calls from unknown numbers, especially if they receive such calls frequently.

What is an alternative approach to traditional cold calling suggested in the script?

The alternative approach is to get the gatekeeper on your side by focusing on the potential customer's problems and how you can help solve them, rather than just trying to make a sale.

What is the difference between a traditional cold call and a seven-figure salesperson's call?

A traditional cold call is focused on the salesperson's pitch and often lacks trust, while a seven-figure salesperson's call is focused on understanding and solving the potential customer's problems, building a connection and trust.

Why does the script suggest starting a cold call by asking for help?

Starting with a request for help is a way to create a two-way dialogue and establish rapport, as most people are inclined to offer help when asked.

What is the purpose of the problem statement in a seven-figure salesperson's cold call approach?

The problem statement is used to identify potential issues that the client might be facing and to see if the salesperson's solution can address those issues, without immediately pitching their product or service.

How should a salesperson respond when the person they are calling asks what their company does?

The salesperson should respond by explaining how their company helps other businesses overcome similar problems, focusing on the benefits and solutions rather than just describing the company.

What is the key difference between the traditional selling approach and the approach of a seven-figure salesperson?

The key difference is the focus: the traditional approach focuses on the salesperson making the sale, while the seven-figure salesperson's approach focuses on the potential customer's needs and how to solve their problems.

What is the next step suggested in the video for improving cold calling effectiveness?

The next step is to learn how to connect with leads at the beginning of the call, to prevent rejection and establish a conversation rather than having the call end prematurely.