Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)

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1. 1:52

   So if a prospect ghosts you, instead of trying to follow up and rub more sea scrub so that you can get what you want, lean back. Here's what that might sound like in an email. Hey, Armand, looks like you decided not to move forward with the cold call workshop, which is not a problem at “I know you have a lot of people competing for your time and attention.” and I know it's a big ask. Would you be open to providing some feedback so I could serve you should a need arise in the future? Today's show is brought to you by Responsive, which helps sales teams respond to RFPs, security questionnaires, and buyer requests faster so deals don't die at the last mile. One great way to drive your deals faster is to run

   In Timing and priority objections

2. 8:11

   how I would structure it in a cold call. We'll make it really actionable. Here's my best cold calling tip that I can ever give anybody. So no matter what you sell, your prospects have a solution in place. When people say I have a vendor for that, or I have a solution for that, “that's not an objection, that's the truth.” bring that up at the beginning of a cold call. So after your permission-based opener, I might say to Armand, hey, Armand, when you are editing and producing your podcast, are you using tools like Riverside or Adobe Premiere? Yeah, we're using Riverside.

   In Existing solution objections

3. 11:36

   Armand, you've been doing this for 15 years. This sounds like the kind of thing that we could address, but I have no idea. You've been doing this more than I have. If you'd like, I can send you a video and you could tell me if it makes sense to continue the conversation or if it's complete garbage. How does that sound? “It's a very low friction ask.” I'm not asking for a meeting and I'm enlisting his opinion because he is the expert. I, as a salesperson, have no idea about running commissions or doing compensations like Armand does, who's been there for 15 or 20 years. Well, Josh, what's brilliant about what you're doing here is a lot of times when

   In Video and voice-note scripting

4. 12:06

   compensations like Armand does, who's been there for 15 or 20 years. Well, Josh, what's brilliant about what you're doing here is a lot of times when you're doing a quote unquote pitch in sales on a cold call, especially you're shooting in the dark. You're like, I got to take my best guess. I've got a list of seven problems. “I'm going to roll the dice and hope that I landed on the right one.” And if I didn't, oftentimes I've lost the call because my pitch didn't hit the mark. And so what you've done is you've pulled their situation in one very small question. You said, are you using Riverside or using Adobe? Whatever it was, or are you using this or this?

   In Cold call opener mistakes

5. 34:48

   is memorize one painful problem story for each of those situations. So get the words down for how you describe the problem and then get the tone down. All righty, Nick, how can people help us out here? So in pretty much every cold call you are ever going to make, “even if you follow this framework, you're going to get hit with objections.” And we partnered with Josh Braun to give away a number of his tongue-tied objection flashcards for free. And there's a link in the show note to go check that out.

   In Phone objection handling

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