Fixing the WORST Cold Call Pitches Known to Man

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1. 3:35

   software. But to me, to everyone watching this YouTube video, and frankly to your buyer, that doesn't mean anything. You've gone through a full bootcamp and training of like what your product does and what it is. But to your prospect, when you hit them on a cold call, half the battle is “getting them to very, very quickly understand not just what you do, but what it means for your buyer.” And when you use these catch all buzzwords like optimize and streamline and single source of truth, it actually makes things more confusing for your prospect. And so instead I recommend using what we call dumb human language that actually simplifies what you do. Now you might

   In Value proposition

2. 4:47

   pitch without a problem attached to your pitch. There's a golden rule in sales that says your product's value only exists in the context of the problem that value solves. If you don't have a problem or if the buyer is not aware of the problem that you solve, there is very little “reason for them to care about your product.” to quit this job and get into the profession of selling titanium coated cookware, and I cold called you and said, something like, well look the reason for my call is we're the leading provider of premium titanium coated cookware that comes with an anti-adhesion layer to help you optimize your cooking process. Would you like to learn more?

   In Lack-of-need objections

3. 6:12

   really, really frustrated that every time they cook breakfast for the kids, they end up spending more time scrubbing egg crust off the pan than they do enjoying family time. And so our pans are coated with a titanium nonstick surface so that your eggs slide right off without any soaking or scrubbing required. “What I'm doing here is I'm showing, Hey problem, how we solve it.” And that gets you to care about the, how we solve it. Now you know why the titanium coating is actually valuable. So let's talk about how to build one of these for whatever you sell, because if you're not a cookware salesperson, you're probably like, all right, sounds cool, but how do I do it for myself? So there's a couple of different steps here.

   In Problem and outcome framing

4. 8:39

   increments just to be able to get paid by their clients. Step two is if you want them to say, yeah, I'd like to learn a little bit more about your product. Then you need to tell them a tiny bit about your product so that they say, oh, that's interesting. I might want to learn more. “We're not giving them the full picture.” We're giving them one sentence of our biggest differentiator in terms of how we solve this problem. So we get them to lean and say, I'd like to learn more. So if I continue that law firm example of calling the attorney at the insurance defense law firm who is sick of tracking his or her time, I might say, and so Laurel tracks all

   In Call scripts and talk tracks

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