Cold calling can be tough and sometimes you can feel like you are wasting your time. But there are actually some key things that you can do to make your cold calling efforts easier and more successful.
We will outline those in this slide deck "How to Build a Cold Calling Campaign that Generates Leads".
11. 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
13. Product Selling
Sales Pitch
Consultative Selling
Sales Pitch
Company
Product
Features
Pricing
Goal: Closing sale
Benefits (Value)
Common problems (Pain)
Questions probing for problems (Pre- Qualify)
Customer examples (Name Drop)
Differentiation (Product)
ROI (Product)
Goal: Starting conversation
14. How to Be a Consultative Salesperson
https://salesscripter.com/what-is-consultative-
selling-and-how-to-be-a-consultative-salesperson/
More info on Consultative Selling
18. How to Create Email Templates that Save Time
and Boost Sales
https://salesscripter.com/how-to-create-email-
templates-that-save-time-and-boost-sales/
More Info on Email Templates
20. • 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.
21. Sales Objection Rebuttals that Defuse Common
Sales Objections
https://salesscripter.com/sales-objection-
rebuttals-that-defuse-common-sales-objections/
More info on objection handling:
25. CXO (CIO, CFO, CEO, COO)
VP of [department] (IT, HR, Finance, etc.)
Director of [department]
Manager of [department]
User/front-line worker
Vertical Movement
Organizational Movement
27. CEO
HR
VP of HR
Director of HR
HR Manager
HR Specialist
Finance
CFO (Chief Financial
Officer)
VP of Finance
Director of Finance
Finance Manager
Accountant
Marketing
CMO (Chief
Marketing Officer)
VP of Marketing
Director of Marketing
Marketing Manager,
Marcomm Manager,
Product Manager
Sales
VP of Sales
Director of Sales
Sales Manager
Sales Rep, Account
Manager
IT
CIO (Chief
Information Officer)
VP of IT
Director of IT
IT Manager
Engineer
Operations
COO (Chief
Operations Officer
VP of Operations
Director of
Operations
Operations Manager
Engineer
Organizational Movement
28.
29. How to Get Prospects to Answer the Phone When
Cold Calling
https://salesscripter.com/how-to-get-prospects-to-
answer-the-phone-when-cold-calling/ /
More info on call cadence:
35. 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
36. SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
37. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks
38. SMART Sales System
Pricing
• Software - $49 per user per month (40% discount for annual subscription)
• Sales Training – No cost on YouTube
• Scripter Walk-Through (2 hour engagement to create your pitch) - $200
For $249, you will get a full library of sales scripts,
emails, and tools
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.