Sales Masterclass: 40 Minutes to Go From Cold Call To Close

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1. 2:46

   rolled out a new practice group at the law firm. Again, more billing complexity. When I sell sponsorships for 30MPC, I'm looking for things like, have they launched a new product? They probably want to get the word out there. Are they doing webinars or events? Okay, they're already investing in getting the word out there. Do you want to do more? So what you have to do is you “have to think, what does it look like when somebody has a problem that I can solve? So step one is I” lead with context that gets them to sit up and be like, oh, this is definitely meant for me. But then from there, I can't just lead with context. What I need to do next is I need to own that it's a cold call and roll into getting permission to pitch. Look, I'm going to be honest, this is a cold call, but it is a well-researched one. And I'm wondering if I can get half a minute

   In Relevance-led cold call openers

2. 12:56

   We don't have any budget. Step one is I agree with the objection. And I say, shoot, this one's totally on me. You know, honestly, nowadays, it's hard enough to keep a tool, let alone add something new. OK, that got them saying, wait a minute, this guy's not going to try to fight me and convince me of how we can help them find budget, or they should look at me “No, this lowers their sales pressure and keeps them” on the phone. From there, I need to know a little bit more about the objection to be able to properly handle it. And so the way that I'm going to do that is I'm going to ask them a question about the objection with the incentive to answer of no more cold calls. And so what I'll say next is, look, just so nobody from my team bugs you again, is it is it that you're out of budget for

   In Objection response frameworks

3. 14:35

   this. So let's go a little bit deeper and let's look at some examples. Reminder, step one is we are agreeing. And the reason we are doing this is it feels really stupid to fight somebody who is not fighting back. Most salespeople, when they get hit with I'm not interested, they go, well, how are you not even interested? You don't even know what I'm selling yet, which is a great way “to come across as a jerk and get them to hang up on you. You're not fighting them. Instead,” we are agreeing. We're saying, shoot, this one's totally on me. You probably would have requested a demo if you needed help, or they're using a competitor. I got this one's totally my bad. I should have assumed you were using someone. Honestly, it rarely makes sense to switch off of that Nico. Okay, so I'm agreeing with the objection to reduce the pressure and get them.

   In Not-interested objections

4. 36:15

   When I sold to law firms, we might have to show six or seven different demos to different stakeholders. So it ended up being our champion plus like 10, not necessarily plus one. Other ways that we can get solution agreement would be a pilot or a POC. Let them try before they buy “or a case study actually walking them through how we solve this problem for another customer.” So you've got some ways that you can get solution agreement here that are beyond just your traditional demo. Now, the good news is when you know your exit criteria, the way that you figured out do I fully have solution agreement is you just ask them this question. You finish your demo or

   In Outbound case studies

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