Cold Calling Sucks: Full Book Summary

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1. 14:10

   There's a lot of data that shows people are more motivated to resolve pain than achieve gain. To get them to care about what we do, I'm going to lead with the pain, with the problem that I believe they're experiencing, to get them to care about the value of what we do. “And that's called a problem proposition.” Put the value proposition on its head. The key is, if you spend 80% of your time talking about the problem, that is what's going to demonstrate you as an industry expert that's not a rando that actually understands their space. If you think about any time you've actually listened to one of your friends' advice, it's

   In Pain-point messaging

2. 24:24

   Look, it's a bit of both to be frank, like we're really just tight on cash. And then they'll go right back to pitching. Your goal is not to sell the car right now. It's to sell the test drive. You need to answer the question. Why should they meet with you even if they don't end up buying your product? So it sounds like this. “I'm going to say, honestly, Nick, I get it.” You're probably not going to buy this thing right now. But I know this might sound like a crazy idea. If budget does free up down the road, usually the people who get it at least have a directional sense of what they'd want. So would you be open to taking a look at this thing later on in the week?

   In Objection response frameworks

3. 30:49

   I'm not interested! My bad, Nick. Either my pitch was really crummy or you would have reached out to us if you were. Just so no one calls you again, could you be brutally honest with me? “Is it that you've got a solution, you're not thinking about this problem at all,” or is it that you just hate getting cold calls? And it's okay if it's number three. We're already using Salesgoon's Compact Solution, all right? There you go. Salesgoon's Compact Solution. Fantastic. All right. So what I did there is notice I agreed with the objection, disarmingly blunt, in Nick's rather bizarre roleplay voice there.

   In Objection diagnosis and probing

4. 43:39

   sales visibility, you can use Pipe Drive's easy to use and customizable CRM that is designed to be simple from day one and stay easy to use as your team grows. We actually put together an entire resource hub with Pipe Drive to help you get to precedence from, and you can get them for free in the 30 MPC Pipe Drive closures hub. The link is in the show notes. “The best time of day to make your cold calls is first thing in the morning.” We looked at the data with Gong and you can see the morning has the highest connect rate. The real reason you should dial in the morning is when you prioritize making your cold calls before you're allowed to do anything else, it guarantees that you get them done that day. Slight variances in pickup rate, which you can see across the day,

   In Best days and times to cold call

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