Podcast episode
Playbook: Nick and Armand teach you how to cold call
30 Minutes to President's Club8 Jul 202029 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. The first 30MPC Playbook Episode covers everything cold calling. TOP ACTIONABLE TAKEAWAYS Preparation - Get all your research done before, 40 dials over 60 minutes Tone - Kill all your uptones and slow the conversation down like an executive Opener - ‘Heard our name tossed around’ or ‘ask for permission.’ Not ‘how’s it going.’ Value - Lead with typically language and problems. Then, solve the problem. Objections - Calibrate the objection first. Ask disarmingly blunt questions. Go in for the Kill - Suggest some times. If the calendar’s gone, send the placeholder RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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closed. It would drive me up the wall when people would schedule these 30 minute dial blitzes with me because I would get into the room and by the time I grabbed my LaCroix, open my laptop, get my outreach cadences teed up, then it would be already 10 minutes into the session and I'd only have 20 minutes to dial. “And so 60 minutes, 40 dial tasks, locked and loaded all of your research in one place.” So you know your top three buyer triggers for this specific customer are X, Y and Z and you can just unload your openers back to back to back. I like what you're talking about of having all of your tasks queued up. I don't use outreach or sales loft. I just use Salesforce. That's where I'm doing my prospecting.
If you got a real objection at the end of those 45 seconds, now is where the cold call actually begins because you're having a conversation. And let me be abundantly clear that the first objection that we'll talk about is not a real objection. And that is not interested. And what “that is, is it's a dismissive objection to get off the phone as quickly as possible. It's not a real” objection around why they're not interested. So the goal of handling not interested is to buy yourself another 15 seconds to figure out why they're not interested. And that is the goal. And by the way, this is probably one of the toughest objections to handle because they've already got one foot out the door, but if you're going to handle it, you got to use what Katie gave
Should I send them sometimes? I'll say, hey, I actually had my calendar open. I don't know if you have yours handy. I don't want to blow up your email, your inbox with 47 emails with a bunch of different times. Does Thursday at three work for you? And I say, I'm stuck in the stone age. I don't have my calendar on me. Right? What comes next? You're going to want to send an invite anyway. “And the show rate on this is not going to be as great” at four works for you. But what I'll say is, okay, Armand, here's what I'll do. I'll send you a calendar invite for next Thursday at three. If that time ends up working, great. If it doesn't end up working, would you mind declining the invite and letting me know a better time that works for us? And what I'll typically try to do is book for the same time that we're talking there
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