Video Playbook: Book 1 In 3 Cold Calls With This Opener

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1. 6:33

   In the majority of my career, I've sold at earlier stage companies before they were established. And so most of the time you will hear a no, but how can I help you? And in that case, I might just transition to a permission-based opener, which might sound like, well, shoot, I mean, look, we work with a couple other people in the office or we work with a couple other Sequoia Capital Portfolio companies. “Can I give you a sense of what we got going on with them?” And then you can tell me if it's even moderately relevant for us to meet. And so again, I'm doubling down on the heard the name tossed around opener and the Sequoia Capital tie and using that to ask for permission to tell them how I work with other Sequoia Portfolio companies. On the off chance that they say, yes, I actually don't need to do that. I don't need to pitch at all.

   In Phone objection handling

2. 9:54

   effect. So to recap it all, there are a couple of different pieces that we went over. Number one, we talked about introducing the common thread that you have to that prospect first. Number two, then we talked about introducing yourself. And then number three, we talked about asking if they've heard your name tossed around from there. If they say yes. Awesome. Shocker. What'd you hear? “If they say no transition to a permission based opener and then go into your value prop.” Once they give you the permission to quote unquote pitch already, folks, give it away. Oral, LetMeKnowWhatYouThinkOfThisOne, and I would actually love it if you put your version or your best pass at the HeardTheNameTossedAround Opener down below. Maybe it's Investor, maybe it's Geo, what have you and I would try to respond to as many of those ones that come into the comments. Alrighty folks, peace out.

   In Phone objection handling