Thread by @BowTiedSalesGuy

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