Podcast episode
Hall of Fame: Ryan Reisert
30 Minutes to President's Club31 Jan 202225 min
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Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We're running it back! Here's one of our all-time favorite episodes on 30MPC. FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt statement > ask). Handle ‘existing solution’ objections by offering value to keep the other guys honest. Get past gatekeepers with respect, giving specific value, and providing social proof. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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be. Further take that into consideration for qualification or whatever, however you want to say that by looking at your best customers that you already work with in those specific defined ICPs, or again, I call it swim lane. And based on what they look like, that should serve as an avatar or a benchmark of what “a good customer looks like or a potential customer looks like versus one that doesn't.” And again, those are things like size of company, technologies they might be installed, a number of employees, whatever it might be, there's all sorts of things you can use. One of the things that we talk about oftentimes is by working in those buckets, it allows you to time block even better. So you can time block your research, time block your dials, and you can just take every
Can you just give us some real concrete strategies for when you get somebody on the phone, they didn't expect your call, how are you executing there? What's coming out of your mouth so that the call is successful? Yeah. So we use something called a breakthrough script. What I do is I enter into every call with, Hey, this is Ryan Reiser. And I just shut up. “I wait for somebody to respond based on how they respond.” You can quickly identify what type of personality they are and then get to the next phase. So, Hey, this is Ryan Reiser. Someone's like, Hey, Ryan, how are you doing? Well, I then might say, Oh, Hey, I'm doing well. And then go right into the breakthrough, right? I know I'm an interruption. Can I have 27 seconds to tell you why I called and shut up? They either going to let you go or not.
And then you probably also have the yeses. People say, yeah, let's talk about this. I'll tell you Monday at two o'clock works great for me, but then you kind of have this gray area. Like the, Hey, yeah, send me an email or yeah. All right. Call me next week. How are you turning that into something that's concrete? Look, there's a lot of things I can send you. “What specifically would you like to know about?” Right? Like, well, again, if you didn't share any information yet, they probably don't know. I don't know. Send me whatever your kid is. Well, do you mind if I ask you a quick question? Shut up. What's that question? What's that one question that you wanted to know to better qualify if they're worth a followup? If it's worth sending information.
Look, there's a lot of things I can send you. What specifically would you like to know about? Right? Like, well, again, if you didn't share any information yet, they probably don't know. I don't know. Send me whatever your kid is. Well, do you mind if I ask you a quick question? Shut up. What's that question? What's that one question that you wanted to know to better qualify “if they're worth a followup?” If it's worth sending information. My one quick question is basically I speak with sales professionals every week and they share the same challenge, right? They cannot get the conversations with the people they want to talk to. You know what they do is I'm sure, you know, like cold calling executives like you is pretty hard. It's pretty tough.
That's draining. It's demeaning. It's a pain in the butt, man. So I get to load a list, click a button and have conversations like the one you and I are having right now, 20 to 30 times a day. So my question is if your reps could have 20 to 30 conversations a day, is “that something you'd be interested in learning more about?” Dude, that's a mean cold call script right there. Despite the fact that there's a low hanging fruit that you could say, hey, we help you dial five people at the same time. You're not leading with that. You're telling a story that's related to the exact conversation that they're having right now. So it's so real and it's in their face. You're not talking about a single feature.
That's draining. It's demeaning. It's a pain in the butt, man. So I get to load a list, click a button and have conversations like the one you and I are having right now, 20 to 30 times a day. So my question is if your reps could have 20 to 30 conversations a day, is “that something you'd be interested in learning more about?” Dude, that's a mean cold call script right there. Despite the fact that there's a low hanging fruit that you could say, hey, we help you dial five people at the same time. You're not leading with that. You're telling a story that's related to the exact conversation that they're having right now. So it's so real and it's in their face. You're not talking about a single feature.
that they're having right now. So it's so real and it's in their face. You're not talking about a single feature. You're just saying, Hey, typically what I see on the sales floor is this, right? You're a sales guy. I'm a sales guy. Let's just talk about it. And you get them buying in. And then you basically just say, Hey, that is gone. And that's how you sell a solution. There is no elevator pitch. “You're just talking about their problems.” Even if I wasn't selling connect and sell the number one thing, solve a problem or go away. No one's buying your widget or your features or your functionality or any of that stuff, right? They're buying a solution to a problem. They're not buying the actual physical product or service or widget or demo.
And then you basically just say, Hey, that is gone. And that's how you sell a solution. There is no elevator pitch. You're just talking about their problems. Even if I wasn't selling connect and sell the number one thing, solve a problem or go away. No one's buying your widget or your features or your functionality or any of that stuff, right? “They're buying a solution to a problem.” They're not buying the actual physical product or service or widget or demo. They're buying the solution to something that's top of mind, a priority that they have, and you've got to be able to get to the emotional state of what that looks like. Ryan, you were talking about similar to the buckets. Who do you call next?
I've got a question for you, Ryan. What are you doing for your first voicemail, your second voicemail? What are you saying? Are you going long? Short? How do you structure your voicemails? I connect and sell because we have the weapon, right? I'm blessed at being able to have, if I want to, I can have 50 conversations in a day. Like I could block off my day and I don't leave voicemails. I connect and sell, right? “Like there's no point of doing it because I get enough conversations, right?” When you think about all these channels and the tactics, the point of what you're trying to get at is you're leaving a voicemail for what purpose? To get a callback, right? You're trying to get a conversation. And that's going back to why are we doing what we're doing? We're trying to get a conversation. And so we don't leave them at connect and sell because we don't need to. We get enough conversations with those who pick up.
I'm blessed at being able to have, if I want to, I can have 50 conversations in a day. Like I could block off my day and I don't leave voicemails. I connect and sell, right? Like there's no point of doing it because I get enough conversations, right? When you think about all these channels and the tactics, the point of what you're trying to get at is you're leaving a voicemail for what purpose? To get a callback, right? “You're trying to get a conversation.” And that's going back to why are we doing what we're doing? We're trying to get a conversation. And so we don't leave them at connect and sell because we don't need to. We get enough conversations with those who pick up. However, certainly use it after I've had conversations, especially for, because I'm a full cycle rep, especially for my pipeline, right?
especially for my pipeline, right? So if you're thinking about strategy for cold voicemails, even if I didn't have connect and sell, I probably wouldn't waste my time leaving voicemails because the yield is really low based on just getting to that next dial. “However, it's a very powerful tactic once you've had some sort of level of engagement” because now you're reinforcing. If I'm going to leave a voicemail cold, my best strategy that I have, and it's going back to running the triple, right? Is I'm going to call, I'm going to leave a voicemail. That's something similar to, Hey, this is Ryan Reisert. The reason for my call is again, we help eliminate the waste frustration, right?
In Voicemail
especially for my pipeline, right? So if you're thinking about strategy for cold voicemails, even if I didn't have connect and sell, I probably wouldn't waste my time leaving voicemails because the yield is really low based on just getting to that next dial. “However, it's a very powerful tactic once you've had some sort of level of engagement” because now you're reinforcing. If I'm going to leave a voicemail cold, my best strategy that I have, and it's going back to running the triple, right? Is I'm going to call, I'm going to leave a voicemail. That's something similar to, Hey, this is Ryan Reisert. The reason for my call is again, we help eliminate the waste frustration, right?