Podcast episode
The PLA cold call opener, 5/20/5 discovery call, and 10/30/10 Linkedin Video (Morgan Ingram, JB Sales Training)
30 Minutes to President's Club19 Aug 202033 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Check your profile views and ask your prospects “did I do something wrong?” The PLA Phone Opener: Pleasant, laugh, and arms-up. 5/20/5 Disco: Build rapport and set the agenda, body of the disco, then next steps. 10/30/10 LI Video: Grab their attention, tell them the reason for the video, ask. Morgan Ingram: Path to President’s Club: Director of Sales Execution and Evolution, JB Sales Training Host of the SDR Chronicles Podcast RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Stop it. So here's a way you can get your conversations to be better. So we call this a powerful cold call introduction. So all you're doing is, let's say if I was calling Nick, I'd be like, hi, Nick, thanks for taking my call. Hey, I know I'm calling you out of the blue here, however, I'll give you a few moments to chat. Massive pattern up, and we'll get you more conversations. Cool. What's the second one? “The second one is leverage your profile views on LinkedIn.” It's the only social medium that allows you to see the profile views, because we all know if you could do that for Instagram, Facebook, like a lot of people would be in troubles, but you can do it on LinkedIn. So what you need to do from a tactical perspective is, if it's a prospect or someone that you
are automated. They're going through a cadence, Armand, you know, when you get a sales off email, you know, when you get an outreach email. So you're just going to assume that that person is just spam canning you. So what I encourage every single person to do, another tactic here is your first touch. “If your buyers on LinkedIn should be a LinkedIn connection request or following them on LinkedIn,” that should be your number one step. And here's why, because now what is going to happen is they're going to put a face to the name as you as a rep, where all the other reps are doing emails and calls, and they don't even know who that person is. You sent that connection request. And now at least they're going to be like, okay, I've seen this person's face before. Maybe they even view your profile.
the name as you as a rep, where all the other reps are doing emails and calls, and they don't even know who that person is. You sent that connection request. And now at least they're going to be like, okay, I've seen this person's face before. Maybe they even view your profile. So that's what I would do as part of that social touch is the first touch should be “a LinkedIn connection request right there in the beginning.” So then now when I call you and I email you, there's some familiarity there. Gotcha. And then after you do that initial connection, are you waiting a couple of steps and then following up with a message? Yep. So if I, let's say if I sent you a connection.
They're like, does that sound fair? And let's say they push back. They're like, no, Nick Morgan, I don't want to do this. Like I want to go talk to my team and I'm just like, okay, what makes you say that? And I get them to talk about like what's going on. I try to understand where people at, like a key question I always ask is what makes “you say that or what's making you feel that way.” Right. And I get them to really talk about it because sometimes it couldn't even be about the call. Maybe something happened to them earlier that day, right? Maybe someone's sick in the family. I don't know. So Morgan, you're really known for your prospecting stuff. Can we take it to the front end of the discovery call?