Let’s talk about the Cold Call

The purpose of the cold call is to sell the discovery meeting. That’s it.

How do you go about it?

You can use the 2 scripts in this thread and I’ll share what makes them so powerful

Here we go..
Humans are pattern recognition machines.

The brain creates heuristics (shortcuts) to allow us to make quick decisions and conserve brain power

The underlined text is a Pattern Interrupt.

The brutal honesty disarms the prospect & gives you an opening to continue
Cold calls shouldn’t be longer than a couple minutes. Rarely will you do deeper discovery here.

Every minute counts, so the Pattern Interrupt “buys” us time to plow forward

It’s also incredible at getting attention and arousing curiosity
Attention / Curiosity is the name of the game in Sales.

Cold calls are just a potent, shortened version of selling.
Now you might be thinking “How do i handle objections on the cold call?”

I’m not a fan of “handling” objections when they come up. I rather bring them up first (front loading) because it shows i’m fearless (i am) AND competent

Here’s how to apply it in the second script:
The first underlined text is where I Front Load the 2 most common objections, set aside the objections, and show I understand his world (Pacing) + arouse curiosity

The second underlined word track injects some uncertainty + status to ease him into the rest of the call
then finish up with asking an obvious question

“Would that be meaningful?”

Notice I didn’t say valuable.

Just cause something is valuable doesn’t mean it’s meaningful.

Read that again ^

This needs to be MEANINGFUL to him, so his agreement shows me I’ve hooked him
At this point they can say Yes or No

If Yes, great. Have them elaborate a bit more

If No, thank him because no more wasted time

After the context you lock in the meeting.

This strategy is quite effective & books you demos with only investing just a couple minutes on the call

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More from @BowTiedSalesGuy

22 Nov
When I talk about being the Prize, what do i mean by this?

Prizing yourself is the art of using the right associations to increase your appeal/attractiveness to prospects.

Here’s a few examples

First one is in a job interview. Notice how the 🤡 answers vs how a Chad answers:
The Clown makes his response all about how great the company and opportunity is.

The Chad makes his response all about his traits which make him a perfect candidate for the role

Let’s dive deeper:
Associations are a core component of the Human psyche.

Everything we experience in day to day life forms connections in our mind.

Those connections then make new connections when we experience new stimuli

So when you *say* & do the right things, magical things happen:
Read 7 tweets
21 Nov
Very few things move deals forward.

One of those things is Pain.

No Pain = No Sale

Here’s a thread on how to:

✅ Be Chad level prepared for your calls
✅ Follow The Pain Map to properly position yourself to win the deal
Knowing your prospects Pain better than they do is how we display extreme Competence.

You start by listing as many surface level problems you can come up with

Then go to Level 2 and come up with as many IMPACTS on their biz you can think of for EACH Level 1 pain:
Then you move to Level 3, Personal Pain

Think about what the prospect is FEELING about their unresolved challenges.

Think about their inner dialogue. What words are they using/emotions are they experiencing?

Then move to Causes. What do YOU think/know is causing the pain?
Read 6 tweets
19 Nov
Alright so I did a sales call review yesterday with an anon.

I’ll do a deep dive into what he did right and most importantly, wrong and how he could have dramatically improved the call.

A thread 👇🏼
Context: he sells listings on an online marketplace

This should have been a layup because he had a referral but instead he made his job harder due to incompetence
So right off the bat - the guy answers the phone:

“This is Mark” *heavy breathing into the phone after saying that*

1) His full name is Marcus
2) Heavy breathing

2 indicators the DM was stressed for whatever reason (personal, busy/in middle of things, etc)
Read 25 tweets
18 Nov
If I had a great product and had to break into a new territory, first thing i would do is pit my prospects against their competitors

I would do that by reaching out to all of them and name drop their fiercest competitors

That would get me the meeting

before the meeting, I would brainstorm 10 ideas and ways i can make an impact on their business

I would only reveal a few ideas in the meeting and But make it seem like I just came up with them on the spot (massively raising my perceived Competence)

when their interest and curiosity levels are high enough i’ll end the meeting sooner than expected and on my terms aka

“Lots to think about here. If i’m being honest, I’m not entirely sure we’re the right fit let me sleep on it and get back to you in a few days”
Read 4 tweets
17 Nov
I was tasked recently to get funding from a large corp for a dying SaaS

We walked away securing a clean ~$1.4M in funding

Some thoughts / lessons on the experience 👇🏼
Pitching to the C suite of a multi billion dollar org is just a completely different game

At the top the conversations are even more:

1) Simple
2) Big picture
3) Concise

Competency at that level is a different world compared to selling SaaS to VP’s

Apples to oranges
They were ~20 min late for the meeting

This is a Sh*t test & to be expected. When selling to corporate C suite you just can’t do much in this situation. We had one bite at the apple so we had to wait it out.

Tension increased as time passed so we kept busy by shooting the shit
Read 13 tweets
16 Nov
“Chad, how do I ask the right questions in the right order in order to win the deal?”

Good question!

Here is my Chad Questioning Framework

🤑 See which questions are the right ones to ask
🤡 and see which questions NOT to ask

A crash course (thread) 👇🏼
So in order to fully understand what a Chad questioning framework looks like, we need to first look at what a 🤡 does!

Introducing, the 🤡’s Questions:
These questions are terrible for a few reasons:

1) Shows incompetence (the opposite of a Competent Chad Salesman)

2) Only goes surface level in regards to the Prospects Pain

3) In a rush to show the product

4) “Do you want a proposal?” Proposals are deal killers. Few.
Read 12 tweets

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