Prospecting like a human instead of “I hope you are safe in these uncertain times” (Jason Bay, Blissful Prospecting)

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1. 3:59

   swat it back at the prospect and say, we do this better than this company. Right? And so could you talk us through and voiceover, what does it sound like? Armand, so if you're like, Hey, not interested, Jason, and this happens at the very top of the call, the part that I'm going to do to understand is I don't really need to dig into it a ton. “I'm just going to say, Hey Armand, I totally hear you.” I know I'm calling you out of the blue, or I'm cold calling you out of the blue, or Hey, you weren't expecting my call, some sort of statement like that. The validate is I could totally understand. You might want to get me off the phone, or I could totally understand where you're coming from. I'd probably want to do the same thing, or I'd probably say the same thing. Any variation, there's no magic words here.

   In Objection response frameworks

2. 15:36

   kind of connect everything together. So the L is for Laser Focus. I would say probably 95% of the cold emails I look at or 95% of the pitches that I hear in a cold call are just way too long, way too long. So laser focus is really just about getting to the point. “Emails, three to five sentences, voicemails under 30 seconds, videos under 60 seconds,” your intro to a cold call, 10 or 15 seconds. Very short, sweet, punchy, to the point. Don't do anything that's over three to five sentences. And then the Y is for You-Oriented. So you guys have had a bunch of folks on the podcast talk about essentially hero's journey.

   In Video and voice notes

3. 16:32

   Batman is he wanted to fight crime, and he thought the best way to do it was by going to jail, right? And then Liam Neeson from the League of Shadows comes along. He's like, hey, dude, you don't have to do it this way. You could become a ninja. It always starts with the character and their problem. That's how every great story starts. “And that's what you need to do in your emails and your cold calls. You really need to start” with that person and their problem and talk about what life could be like if they got a little bit of help with that problem. So we're speaking the same language here. So just to recap, reply, relevant result, empathy, personalization. Next one, my personal favorite, laser focus. Don't write these long emails. You guys are going to kill me.

   In Relevance-led cold call openers

4. 18:14

   is. Your calls are going to follow the same format. If I sent email number one, it's about that problem. And then LinkedIn's kind of a different element altogether, but one touch LinkedIn connection requests. That's one touch. Hey, you connect. Hey, a lot of people tell us they have these problems. We created this piece of content. You check it out. You know what I mean? “It's like you can get 12 to 15 touches pretty easily with just three problems.” Are you threading those together at all? So I sell an ERP system. There's probably 800 problems that I could address. And one of the areas I'm always concerned about is if I talk about pain in email number one, and then email number three, I talk about a completely different

   In Total touch count

5. 20:24

   So I'm actually thinking I'm going to have to change it up now. You've got to be able to bubble up the original thread once or twice, but a lot of times those ones are getting deleted and then you're just replying to these deleted threads and you're just a nuisance. My favorite place to use it is on the breakup email. I do like a recap of the “three or four problems that I've told you up until this point so that they have something that they” can hold on to and it's a completely new thread. So I do have to ask you the final question. There are a lot of good habits. We talked about the reply method. I love your use of pulse checks. We talked about your ability to actually seek out some no's and get customers to talk to you openly. What's one bad habit that every sales rep needs to break to be more

   In Breakup emails