Cold Calling Techniques

Introduction

• Importance of understanding prospect reactions during cold calls
• Common reactions: "not interested", "we already have someone for that"

Understanding Prospect Behavior

• Salespeople trigger resistance in prospects with standard opening pitches.
• Prospects receive multiple cold calls daily, leading to a defensive mechanism.
• The goal: Get the prospect to lower their guard.

Effective Cold Calling Strategies

Relanguage Your Approach

• Change how you communicate to trigger curiosity.
• Use tone effectively to engage prospects.

Pattern Interrupt

• Avoid standard sales pitches; instead, ask thought-provoking questions.
• Focus on problems that prospects can relate to.

The Confused Old Man Technique

• Act confused at the beginning of the call to reduce pressure on the prospect.
• Example: Sound unsure about who to talk to, prompting the prospect to assist.

Cold Call Example

Generic Approach

• Opening Statement:
  • "Is [Name] there?"
  • "It's just [Your Name] with [Company]. I was wondering if you could help me out for a moment."
• Use a confused tone to sound non-threatening.
• Ask for help rather than trying to sell something immediately.

Creating Curiosity

• Mention possible hidden gaps related to their business.
• Use neutral wording to avoid direct negation (e.g., "possible hidden gaps").

Example for Specific Industries

1. SaaS for Trucking Companies
   • Address hiring issues and potential profit loss.
   • Ask about advertising gaps affecting hiring new drivers.
2. Real Estate Investment
   • Hold property tax records while calling to create engagement.
   • Use specific details (e.g., address) to trigger curiosity.
   • Frame conversation around potential for buying properties without a hard sell.

Conclusion

• Keep the conversation neutral to engage prospects effectively.
• Utilize the sales revolution Facebook group for further learning.