Podcast episode
Hall of Fame: Sara Plowman
30 Minutes to President's Club5 Aug 202437 min
Description
FOUR ACTIONABLE TAKEAWAYS Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call. Call nine before nine, and five after five. Those early morning and evening dials can be some of the best ways to increase your connect rate with hard-to-reach prospects. After your opener, go through the parts of your pitch, but end with an open-ended question. You can either go into “That’s why we should meet” if they give you those three priorities or roll with the objection - “Let me tell you how we work alongside and supplement a recruiter.” PATH TO PRESIDENT’S CLUB Senior Business Development Manager @ Pareto Senior Account Executive @ Pareto Account Executive @ Pareto Business Development Representative @ Pareto RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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from, and you can get them for free in the 30 MPC Pipedrive closures hub. The link is in the show notes. All right, Sarah, welcome to the show. We start every single episode with your top three actionable takeaways. So let's get your three. Yeah, absolutely. So first we have use a cheeky cold call opener. “You know, I love using, what did I catch you in the middle of?” You're going to hate me. This is a cold call. Or even I tend to catch sales leaders at the worst timing. What did I catch you in the middle of can always add that into the first cheeky opener that I had, but love a good cheeky opener. You guys know that if you follow me on TikTok. Boom. What's number two?
The link is in the show notes. All right, Sarah, welcome to the show. We start every single episode with your top three actionable takeaways. So let's get your three. Yeah, absolutely. So first we have use a cheeky cold call opener. You know, I love using, what did I catch you in the middle of? You're going to hate me. This is a cold call. “Or even I tend to catch sales leaders at the worst timing.” What did I catch you in the middle of can always add that into the first cheeky opener that I had, but love a good cheeky opener. You guys know that if you follow me on TikTok. Boom. What's number two? Two is stop asking closed-ended questions on cold calls. You have absolutely just nailed your pitch.
Well, mostly no, which usually is no. But the way to kind of change that is out of curiosity, I saw you guys were looking to hire. What are your goals and priorities for 2024? Where do you guys see yourself at the end of the year? And it really leads the conversation into a really open conversation. Boom. Beautiful. Brown us out, Sarah. What's number three? “And last but not least is, if you get stuck, don't forget to fall back on a really easy” question, which is as simple as, what do you mean? I think a lot of times we're calling into sales leaders or your ideal customer profile and all of a sudden all these crazy terms are coming at us and we're not that technical. We're salespeople at the end of the day. Don't be afraid to ask, what does that mean?
How do you recover when someone won't give you any line right off of your opener? Out of curiosity, why aren't you interested? I haven't said anything yet. You need a little bit of confidence to do it. But hey, sometimes you'll also get a laugh from that. Or sometimes you'll say, I'm not interested because, and you could still work off of that “and say, well, out of curiosity, who in your business would be interested in something” like this? Nice. Try to get the referral or try to get an introduction to someone else. Today's show was 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 parallel processes instead of linear
in parentheses. And I would not move on from that block and do something else until those calls were finished because it held me accountable. I got them done at the end of the day as much as I didn't want to do them. Let's admit like a lot of people don't wake up and want to do cold calls all the time, but it really held me accountable. “So that's something that you guys can action right away just to hold you accountable, get” your numbers done. A lot of you guys are targeted on the amount of calls that you make. So try that because it 100% works. My favorite time to calls are, we always call it nine before nine and five after five. That's when you're catching those CEOs, those senior sales leaders. Maybe they're on the line at Starbucks or Dunkin' Donuts, wherever they are.
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