Sell Playbook: The Ultimate Cold Calling Masterclass

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1. 6:50

   Or they're going to say, yeah, it is a bad time, and then never answer your calls again. The other reason this one is really, really bad is it totally lowers your status in the eyes of the prospect, as if they would be generous enough to spare a moment of their time for you, this inferior telemarketer. “So throw both of those in the trash.” So the key to a good cold call opener is not asking, how's your day going? Or did I catch you at a bad time? Or frankly, using any other templatized cold call opener. And the reason for that is all of those openers are fundamentally canned. And if someone else has used that cold call opener before,

   In Cold call openers

2. 6:56

   The other reason this one is really, really bad is it totally lowers your status in the eyes of the prospect, as if they would be generous enough to spare a moment of their time for you, this inferior telemarketer. So throw both of those in the trash. So the key to a good cold call opener is not asking, how's your day going? “Or did I catch you at a bad time? Or frankly, using any other templatized cold call opener.” And the reason for that is all of those openers are fundamentally canned. And if someone else has used that cold call opener before, your prospect is going to automatically categorize you as a telemarketer, just like them.

   In Cold call openers

3. 7:14

   Or did I catch you at a bad time? Or frankly, using any other templatized cold call opener. And the reason for that is all of those openers are fundamentally canned. And if someone else has used that cold call opener before, your prospect is going to automatically categorize you as a telemarketer, just like them. “So the only thing that cannot be canned is if you lead with something about them, you lead with context.” So there are two openers that we're going to give you. The first is called the heard the name tossed around opener, and the second is called the tailored permission opener. And both of these openers start with something about them. So let's start with the heard the name tossed around opener. My goal on a cold call is for them to forget that it's a cold call.

   In Cold call openers

4. 11:06

   would be stuff like, hey, I just finished reading about the big case win, which would mean they'd be collecting money, which we could help with, or I just saw you open a new office, which usually would have tax implications we could help with. Or I would say, hey, I just was reading up on the new litigation practice you launched. That would add billing complexity for the law firm. “So write down the top five things that you'll frequently look for as your go-tos for the” first piece of this opener, and then this actually makes your pitch that much stronger, because now you can relate your opener to the pitch that you'll give later in the call, and there's actually some connection there. Today's show was brought to you by 11x, your all-in-one digital GTM team handling, creating, qualifying, and converting pipeline across every channel.

   In Cold call openers

5. 28:35

   Folks, the hardest part of this is the middle part of the Miyagi method, the incentivizing conversation. So I can't just ask Nick any question about no budget. I need to be able to split the no budget objection into, is it this cycle or is it getting anything approved or for not interested? “I might say, Hey, is it just because this isn't a problem you're focused on or you just” hate getting cold calls in order to do that? I need to buy myself some time. So try to templatize your agree and test drive statement at the beginning when you're just getting used to this. So the way I would templatize my agree statement is I might use a mini stock phrase that sounds

   In Phone objection handling

6. 34:46

   that when you leave a voicemail, it actually hurts your future connect rate because your prospect knows that the number you were calling from was a sales call and they know to avoid your calls in the future. But that doesn't matter. And we're still going to recommend that every salespeople leave voicemails because of a couple key reasons. “The main reason you want to leave a voicemail is because your voicemail” will double your email reply rate. It goes from 2.73% reply rate to 5.87% reply rate. In addition to that. that you also get to an answer faster and you also can keep your connect rate high by

   In Voicemail

7. 55:38

   up your call research and calling, pulling up your call research and calling. Don't let distractions get in your way. Rule number five is do not linger between dials. If you book a meeting, send the calendar invite and make the next dial. If you connect with the prospect and they hang up on you, you can't wallow in self-pity. Pick up the phone and move right on to the next. “The phone should always be ringing or connected with the prospect during your dial blocks.” And folks, we have officially finished your 60-minute cold calling playbook. You know how to open a cold call. You know how to deliver the problem you solve. You know how to handle objections, bypass gatekeepers, leave voicemails, maximize your call conversion, and get as many

   In Call timing and call blocks