Cold Call Scripts for Outbound Sales

This is my go-to permission-based, cold calling conversational talk track I coach salespeople on to get +56% of prospects engaged in a conversation in under 30 seconds.    Hi ___ (FIRST name)? ____ here from/with ______. Did I catch you at an okay time? “Thank you. ________, I’m sure you’re busy and I want to respect your time so I’ll be brief.” The reason for my call is: (Use 1 or 2 compelling reasons detailing the end-result the prospect will realize.) Way One: We just helped (XYZ) company (EX: Increase sales by 37% in 3 months.) Way Two: We work with companies like yours to: (EX: Decrease IT expenses by X% and save you 20 hours a week.)   Now, you may be wondering how we can do this. Depending on what you’re currently doing, I don’t know whether you have a need or an interest in our services.   But with your permission, let's talk to determine if there is anything we're doing that you could benefit from like our other clients did. Would you be comfortable spending a few minutes with me now, if I stick to my timetable Set Confidentiality! “_____, I want you to know that regardless of whether or not we have an opportunity to work together, please know that everything we talk about will always be held in strict confidence.” Now that you've asked permission, it's time to move into your discovery questions.   This approach works because you're:   1. Not wasting precious time asking the same question every salesperson asks, “How are you?" They don’t know you & frankly, you don’t care, so, don't ask, since that's not your objective but a derailment.   2. Not asking, “Did I catch you at a bad or good time but an, "okay" time. Whether they say, “Yes,” “No” or “No but go ahead,” continue, rather than rescheduling another time. You’ve finally have a prospect on the phone, so maximize each opportunity.   3. Delivering a customer-centric compelling reason as to why they should talk to you within 10 seconds.   4. Creating a pressure-free approach with a softer call to action/request to talk because you're asking for permission to have the conversation vs. forcing it.   5. Focused on a conversation around their objectives & how you can help them succeed. You're making the conversation about THEM, not a presentation & making it about YOU & what you want, stand to gain, or stand to lose.   6. Setting confidentiality before the conversation. This creates a safe place for the prospect to share more information with you than they normally would with a stranger.   7. In your compelling reasons, you're sharing the END-RESULT of the benefit, not what you do or how you do it. At this point, the prospect doesn't care about you or what you're offering. Just the benefit they'll experience.   Now that you've asked permission to have a conversation, you can have a safe, genuine conversation & move into your discovery/qualification process.   ♻️ Re-post if you find this useful & share some love for people who can benefit from it. #sales #prospecting #coldcalling

Prospecting is a game of transitions. The first 5 seconds of a cold call just buy you the next 15 seconds. "Hey Mike, this is Belal at Trinet. You're not expecting my call. Do you have a moment? I promise to be brief." --- The next 15 seconds of a cold call buy you another 1-2 minutes if you answer "Why should I listen to this stranger?" You do this by asking a question that shows your authority and expertise. "I know the second largest cost behind payroll for most white collar, fast growing companies like yours is health benefits. In California, the cost goes up 9-16% YoY, with most averaging ~12% increase. How are you handling your second largest cost rising that much?" --- Show curiosity in whatever they answer. Then, in order to start qualifying for the next 2-3 minutes, you need to justify your expertise with social proof. "I'm with Trinet, the largest HR provider for biotech companies in the US. Some of our customers include A, B and C. They faced their second largest cost rising 9-16% YoY with little control from their benefits broker, and decided it was time to look beyond the broker model. What time of year is your open enrollment?" --- We've just qualified: ✅ They're available to speak ✅ They are the right person to be speaking to and if not, who is ✅ If they are dealing with a typical pain or are an outlier ✅ That odds are timing is off, but seeking to know when change is possible All in under 4 minutes. That's how you cold call efficiently. I call this the Mic Drop Method, an easy to learn framework that ditches launching into a pitch for starting conversations with skeptical buyers. Flip traditional cold calling on its head. See how +5,500 sellers have applied this framework to overcome cold call anxiety and conquer the phones. learntosell.io

Don't overcomplicate cold calling. Cold calling is asking a question that illuminates a potential problem without having expectations. You're asking a neutral question that makes prospects think differently about their current solution. Example for Nook: “Not sure what you're seeing but the average connect rate for cold calling is 5 percent, so for every 100 sales calls your reps have 5 conversations. How are you going about getting reps more connects per dial?” Then shut the front door and listen. (Most people don’t listen.) What you typically hear is: “Hmm, that's a good question.” “I’m not sure.” “What do you mean?” Curiosity piqued. From there, presuppose your prospect is familiar with your solution: “You’ve probably heard of tech that boosts connect rates.” If yes -> “Sounds like it wasn't fit.” Then shut the front door and listen. If no -> “With Nook your reps make the same 100 dials but have 10-13 conversations instead of 5.” “How does it work?” (Ask) “I know you weren't expecting my call. If you’d like we can set up some time on Thursday or Friday so I can show you.” If no -> “No problem. Where would you like to go from here? Why does this matter? People are more persuaded by what they hear themselves say, not what you say. (Read that again.) Buyers have this answers. Sellers have the questions.