Cold Calls

Question 1

How do you respond when someone says “send me an email”?

Answer 1

1) Say “I certainly will”
2) “What’s you email”
3) Followed by “but so I know exactly what to include in my email can you tell me…” or “I want to include more relevant information..”
4) Followed by your first qualifying question, then the next

Question 2

How do you respond when someone says “I don’t have time right now”?

Answer 2

1) Say “No problem, is there a good time to reach you for a quick 3 minute conversation.”
2) I want to see if we’re even a good fit for you before we talk at any length…

Question 3

How do you respond when someone says “I can’t make a decision right now, lets talk next month”?

Answer 3

Ask:

1) “Where is this meeting taking place?”
2) “When?”
3) “Who will be involved?”
4) “Can I be a part of that meeting, even over the phone?”

Question 4

What are the steps for a cold call?

Answer 4

1) Introduce yourself
2) Ask if it’s a good time to talk
3) Ask qualifying questions (“how do you do x?”)
4) Deliver the pitch (“we can save you $X by…)
5) Manage Objections
6) Thank them for their time
7) End with a call to action (“what’s a good time for us to connect again?”

Question 5

What do you do to make sure your sales pitch lands?

Answer 5

1) Ask an open question to gain understanding (“what is one of the challenges you have in your business today, especially when it comes to managing costs and time?”
2) (dig deeper) “If X is an issue, what kind of things have you done in the past? and what type of things would you think about doing currently? Is it about advertising? Is it about increasing your efficiency?
3) Keep asking questions until you reach a level of clarity
4) Listen for “cues” for engagement (voice level increase, tone or volume of voice increase…)
5) If there was a solution for x,y, and z would you be interested in that?
6) Listen to feedback

Question 6

What are three steps to gain people’s attention?

Answer 6

1) Highlight the highlights.
2) Mark what’s memorable.
3) Ask for attention.

Question 7

What’s a good introduction?

Answer 7

“Hey, my name is Jon. I’m calling from Pyramid Technology Services, is now a good time to talk?”