10 Tips to Make Cold Calling Less Scary
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Regardless of sales experience, cold calling can be a little scary. You know that you can face resistance and rejection on every call. And it can seem puzzling how to squeeze your message into a 2 to 5 minute window. If you get a little nervous at the thought of picking up the phone and calling a cold prospect, watch this webinar "10 Tips That Make Cold Calling Less Scary" where we will outline 10 practical things that you can do to make cold calling less intimidating.
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10 Tips to Make Cold Calling Less Scary
- 1. 10 Tips to Make Cold Calling Less Scary Michael Halper Founder and CEO SalesScripter
- 2. 1. Mistakes will be made
- 3. Avoid stressing about if you make mistakes Eliminate thoughts related to “what if I fail” There will be good calls. There will be bad calls. No big deal.
- 4. How to Build and Maintain Mental Strength While Selling https://salesscripter.com/sales-training-webinar- how-to-build-and-maintain-mental-strength-while- selling/ More info on improving your mindset:
- 5. 2. Each call is a learning opportunity
- 6. 2. Learn from Others
- 7. Stop and reflect after each call: What went well What did not go well What could I have done better What objections came up How did I respond How could I have responded better What questions should I have asked
- 8. 3. You are calling to see if they need your help
- 9. • Your products help in some way or another • Stop to think about how (benefits) • Keep this in the front of your mind everyday • Will improve your mindset • Will improve how you communicate
- 10. Product Gym Membership Treadmills Weights Classes Personal Training Lap pool Sauna Steam room Yoga Studio
- 11. Product Benefits Lose weight Get healthier Get on and stay on a workout schedule Transition to a healthier lifestyle Feel better Become more attractive Improve self-confidence Decrease stress Become happier Gym Membership Treadmills Weights Classes Personal Training Lap pool Sauna Steam room Yoga Studio
- 12. How to Build a Value Proposition that Generates Leads https://salesscripter.com/how-to-build-a-value- proposition-that-generates-leads-webinar/ More info on value:
- 13. 4. You are looking for problems that you can fix
- 14. 3. Identify the Problems that You Solve
- 15. Product Benefits Lose weight Get healthier Get on and stay on a workout schedule Transition to a healthier lifestyle Feel better Become more attractive Improve self-confidence Decrease stress Become happier Pain Points Need to lose weight and get in better shape Not healthy and do not feel good Difficult to get on and stay on a workout schedule Do not feel good and often get sick Not happy with physical appearance Do not have a very good self-image and level of self-confidence Often feel stressed and depressed Gym Membership Treadmills Weights Classes Personal Training Lap pool Sauna Steam room Yoga Studio
- 16. How to Use Prospect Pain to Generate Leads https://salesscripter.com/how-to-use-prospect- pain-to-generate-leads/ More info on pain points:
- 17. 5. Make a List of Questions to Ask
- 18. The Best Salesperson is the One that Asks the Best Questions
- 19. Product Benefits Lose weight Get healthier Get on and stay on a workout schedule Transition to a healthier lifestyle Feel better Become more attractive Improve self-confidence Decrease stress Become happier Pain Points Questions Need to lose weight and get in better shape Not healthy and do not feel good Difficult to get on and stay on a workout schedule Do not feel good and often get sick Not happy with physical appearance Do not have a very good self-image and level of self-confidence Often feel stressed and depressed Gym Membership Treadmills Weights Classes Personal Training Lap pool Sauna Steam room Yoga Studio How do you feel about your physical appearance or level of fitness? How important is it for you to lose weight or get in better shape? Have you ever had difficulty getting into a routine of working out? How do you feel about your overall level of health or how you generally feel on a daily basis? How would you describe your image of yourself or your level of self-confidence? How often do you find yourself stressed out or depressed?
- 20. How to Always Know the Right Questions to Ask https://salesscripter.com/how-to-always-know- the-right-sales-questions-to-ask/ More info on asking questions:
- 21. 6. Prepare for Objections
- 22. • I am busy right now. • What is this in regards to? • Is this a sales call? • I am not interested. • Just send me some information. • We already use somebody for that. • We are not looking to make any changes right now. • We do not have budget/money to spend. • Call me back in X months.
- 23. Sales Objection Rebuttals that Defuse Common Sales Objections https://salesscripter.com/sales-objection- rebuttals-that-defuse-common-sales-objections/ More info on objection handling:
- 24. 7. Create some sort of call guide
- 25. 8. Less people need what you sell than that do
- 26. Why This Can Be Difficult
- 27. Why This Can Be Difficult
- 28. Why This Can Be Difficult
- 29. Why This Can Be Difficult
- 30. 9. Focus More on the Sales Process
- 32. Initial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you First Conversation (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Early Sales Process Steps
- 33. How to Improve Your Control Over the Sales Process https://salesscripter.com/how-to-improve-your- control-over-the-sales-process/ More info on managing the sales process:
- 34. 10. Have a Game Plan for Gatekeepers
- 35. 7. Have a Game Plan for Gatekeepers
- 36. How to Consistently Get Around Gatekeepers when B2B Cold Calling Webinar Recording https://salesscripter.com/how-to-consistently-get- around-gatekeepers-when-b2b-cold-calling/ More info on dealing with gatekeepers:
- 37. 11. Add some structure to your cold calling time
- 38. Set a blocks of time where you will do calling Start with warm calling first Start with less intimidating calls first Track the number of calls that you make
- 39. 1. Mistakes will be made 2. Each call is a learning opportunity 3. You are calling to see if they need your help 4. You are looking for problems that you can fix 5. Make a List of Questions to Ask 6. Prepare for Objections 7. Create some sort of call guide 8. Less people need what you sell than that do 9. Focus More on the Sales Process 10. Have a Game Plan for Gatekeepers 11. Add some structure to your cold calling time
- 42. SMART Sales System Sales Methodology Software Platform Professional Services
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- 44. SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training
- 45. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation • Library of Scripts and Templates • CRM Functionality • Email Automation
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- 48. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter
Editor's Notes
- Before we go any further, let’s clearly discuss what objections are. Objections are a prospect’s best weapon when they answer your cold call. They are statements or questions that the prospect will throw at you and they are like mini stops signs that the prospect will hold up. They use to try to take a control of the call and take it in a direction of their choosing. And if they begin to feel like you are selling something when they are not looking to buy, they will want try to end the call and will use objections to get there as soon as possible. Now let’s take a look at common objections and ones that you are just about guaranteed to run up against. I am busy right now. Who are you with? What is this in regards to? I am not interested. Just send me some information. We already use somebody. We are not looking to make a change right now. We do not have any budge to spend. Those are eight objections that consistently come up. You could maybe tweak those for your situation, and add a couple that are specific to your products, you would have a complete list of objections to be prepared for. As part of this training, we will explain these one at a time and show you how to get around them.