The Best Cold Call Script For Any Product
Introduction
In this section, the speaker introduces himself and explains that he will be sharing his cold calling script that has helped him make over 47,000 dials. He also talks about the importance of generating pipeline in sales jobs.
Approach to Cold Calling
In this section, the speaker discusses how he approaches cold calling and where he finds his prospects. He emphasizes the importance of identifying top accounts and ideal buyer personas before adding prospects to a sequence.
Territory Plan
- Start by creating a territory plan by identifying your top 50 to 75 accounts.
- Look at revenue account employee account industry, former/current customer involvement with your organization to identify fruitful opportunities.
- Refresh your territory plan before the start of a new quarter.
Finding Prospects
- Use tools such as LinkedIn Sales Navigator, ZoomInfo, and Salesforce to find high-quality titles in high-quality accounts.
- Verify that prospects are active on LinkedIn Sales Navigator and find their direct line on ZoomInfo.
- As an account executive, aim to add around 10 to 15 new prospects per day to your sequence.
Making Calls
- Consistently add 20 to 30 people to your sequence each day.
- Schedule out calling blocks so you can focus solely on making calls without distractions.
Cold Calling Script Principles
In this section, the speaker emphasizes that what you say isn't as important as how you say it when it comes to cold calling. Overthinking and overanalyzing can get in the way of success.
How You Say It Matters More Than What You Say
- Don't overprepare or overthink; it can lead to getting in your own way.
- Focus on how you say things rather than what you say.
Objection Strategy
In this section, the speaker shares his objection strategy and how he makes the customer feel hurt before trying to overcome their objections and set a meeting.
Objection Strategy
- Make the customer feel hurt by asking questions that make them realize they have a problem.
- Overcome their objections by offering solutions and setting a meeting.
Sales Influencer World
In this section, the speaker discusses how to start a cold call and why he prefers to begin with "how are you?".
Starting a Cold Call
- The speaker introduces himself as Trent from Trent's YouTube channel and starts with "how are you?".
- The reason for starting with "how are you?" is to get an instant read on the prospect. If they say they're doing okay, it means the speaker needs to get into his pitch immediately. If they say they're doing well, it gives permission for the speaker to continue.
- To personalize the call, edit the contact's name by adding a parenthesis c if they're a current customer or jenna reference if someone recommended speaking with them.
Qualifying Prospects
In this section, the speaker talks about how to qualify prospects before making a sales pitch.
Qualifying Prospects
- Start by asking an open-ended question that insinuates you know what matters most to them.
- Once you get some sort of yes or interrupt, go straight into your pitch.
- Start with why you're calling and then ask an open-ended question that is broad enough but also tailored to your product or solution.
- After getting permission and qualifying what you want to say next, tell them something relevant that will matter most to their business outcomes.
Closing the Deal
In this section, the speaker explains how he closes deals after making his sales pitch.
Closing Deals
- After offering value and explaining what he can do for them, the speaker immediately goes into the ask and says he wants to set up a call.
- If they say yes, go straight into scheduling.
Understanding Cold Call Metrics
In this section, the speaker discusses the metrics associated with cold calling and how to measure success.
Key Metrics for Cold Calling
- The answer rate for cold calls is around 6%.
- The set rate for live conversations should be around 15%.
- The show rate for meetings set should be around 80%.
- The conversion rate of meetings into qualified opportunities should be around 80-90%.
Handling Objections in Cold Calls
In this section, the speaker discusses how to handle objections during a cold call.
Restating Objections
- When faced with an objection, it's important to restate it calmly and clearly.
- For example, if someone says they have no budget, you can say that you're not asking for any budget on this call but would like to review their processes.
Pushing Back on Objections
- It's important to push back on objections and ask why they don't want to proceed.
- By restating the objection and asking why, you can get to the root cause of why someone may not want to move forward.
Confirming Meetings and Setting Agendas
In this section, the speaker discusses how to confirm meetings and set agendas.
Confirming Meetings
- After setting up a meeting, it's important to confirm via email or other means.
- Always give them an agenda so they feel more personally invested in the call.
Setting Agendas
- Set up front agenda before starting a conversation.
- Explain what will be discussed
- What value your product/service provides
- If there is alignment continue otherwise part ways.
By setting the expectation that if it's a waste of your time you're going to end it but if you both agree that it's a good use of their time then you're going to continue the conversation.
The Simple Script That Works for Cold Calling
In this section, the speaker shares a simple script that has worked for him and dozens of people who have adopted it. He encourages viewers to try it out and scale it over time.
The Simple Script
- The script is simple and easy to use.
- It has worked for the speaker and dozens of others who have used it.
- Scaling the script over time can lead to success in cold calling.
Sales Prestige Podcast Episode 5
In this section, the speaker promotes his podcast, Sales Prestige Podcast Episode 5, which is now live. He encourages viewers to subscribe to the channel and provide feedback on the script he shared earlier.
Sales Prestige Podcast Episode 5
- The podcast episode is now live.
- Viewers are encouraged to subscribe to the channel and ring the bell.
- Feedback on the cold calling script is welcomed from those in the trenches.
Conclusion
In this section, the speaker concludes by thanking viewers for watching and wishing them a nice rest of their day.
Final Thoughts
- Viewers are thanked for watching.
- The speaker wishes viewers a nice rest of their day.