This document provides guidance on how to cold call businesses. It outlines the cold call process and includes tips for opening the call, stating the purpose, asking questions, providing information about products and companies, closing, and identifying pain points. The cold call process involves confirming availability, introducing yourself, discussing the reason for the call, asking questions to understand needs and current state, sharing product details, and looking for areas of potential pain or concern. Questions should aim to determine if there are problems to solve or areas for improvement.
4. ONE OF THE
MOST DIFFICULT
TASKS
Very small window of time
A lot of information to share
Prospects can be difficult
Never know what direction a call can go
5. Cold Call Process
OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
7. I
C
E
FORMAT
• Cold calls
• Cold emails
• Networking
• Inbound calls
• Inbound emails
• Website chat
• Social media
STRUCTURE
• 2 to 5 minutes
• 80% on prospect
• 20% on you
GOALS
• Pre-Qualify
• Build interest in
talking
• Close for conversation
QUESTIONS
• Pain
• Current State
INITIAL CONTACT
8. Cold Call Process
OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
9. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
11. It invites an objection
Power through until told otherwise
Don’t Confirm
Availability
12. The polite thing to do
Identifies how busy the prospect is
Buys you a window of time
Builds rapport
Confirming
Availability
13. Is this a good time to talk?
Did I catch you at a bad time?
Are you busy right now?
Do you have a minute to talk?
Do you have a few minutes?
Have I caught you in the middle of anything?
How to Confirm
14. Gets a more accurate read
More familiar, less sales-ish
Pattern interrupt
Creates rapport
Have I caught you
in the middle of
anything?
15. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Hello [Contact], This is Michael Halper calling from Sales Scripter.
How are you doing today?
Don’t say this
Hello [Contact], This is Michael Halper calling from Sales Scripter.
Have I caught you in the middle of anything?
16. • I am available.
• Yes, but I am OK.
• No, I am fine.
OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Advance to Purpose for the Call
• It depends on what you are calling about.
• What is this call in regards to?
• Is this a sales call?
Advance to Purpose for the Call
17. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Oh, OK. I can be very brief, or I can call you back at another time. Which do you
prefer?
or
Oh, OK. When is the best time for me to call you back?
Deflect Objection
• Yes, I am in the middle of something.
• I am busy right now.
• I am not available.
18. • Introduce yourself and your company
• Schedule an appointment or meeting
• Learn about the prospect’s needs
• Share details about the product that you have to offer
• Sell your product to the prospect
OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Don’t say anything like this
19. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Great. The reason for my call is that I have been researching your business and found
some areas where we might be able to help to…..
Discuss Research
20. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Great. The reason for my call is that I have been talking with Mary Thomas and we
discussed how you all are currently using a manual process for clustering. We help to
automate that.
Internal Referral / Name Drop
21. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Great. The reason for my call is that we spoke 6 months ago and you mentioned
having issues with data processing time. I wanted to check back in and follow up with
you.
Previous Call Follow-Up
22. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Great. The reason for my call is that we help sales trainers to:
• Make it easier to teach reps what to say
• Decrease new hire ramp-up time
• Improve the performance for every rep on the team
• Make the training department look great
Value Points
23. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Great. The reason for my call is that we work with sales trainers and they often have
challenges with:
• Difficult teaching reps everything they need to say
• Takes a long time to get reps ramped up and producing
• Not enough reps performing well
• Training does not get enough credit
Pain Points
24. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Great. The reason for my call is that:
• We worked with a sales trainer at a software company and helped make it easier to
teach reps what to say.
• This ultimately helped to improve the performance for every rep on the team.
Customer Example
25. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Advance to Sales Takeaway
26. Sales Takeaway
• Taking away what you are trying to sell
• Opposite of trying to get the prospect to move forward
• Express doubt in fit or justification
• Opposite of what most salespeople do
27. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
• I do not know if you need what we provide.
• I do not know if you are a good fit with what we do.
• I do not know if we can help you in the same way.
• I do not know if you are interested in those improvements.
• I do not know if you are concerned about those areas.
• I do not know if you are the right person to speak with.
• I do not know if it makes sense for us to talk.
Soft Sales Takeaway
28. PUSH
PULL
Great. The reason for my call is
that we help sales trainers to
teach sales reps what to say
and ask.
I don't know if we can help
you in the same way or not.
29. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Advance to Questions
If I could ask you real quick.
30. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
• How difficult is it to get reps to know what to say and ask?
• How do you feel about the time it takes to get sales reps ramped up and producing?
• How much of a priority is it to get reps performing better?
• How important is it to get more
Pain Questions
31. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
• Are you all using any type of sales script or sales playbook?
• Do you use any type of sales methodology?
• Do you provide sales training to your sales staff?
• Do you have a new hire onboarding training program?
• How many sales reps do you have?
• Are you doing any type of cold outreach?
• What is your sales staff turnover rate?
• How long does it take to get reps ramped up and performing?
• When was the last time you looked at improving your sales training?
Current State Questions
32. 3 Categories for Answers
OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Neutral Response: Things are OK or prospect
does not know
Cold Response: Everything is good/great
Hot Response: There is a problem/pain
33. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Well, it sounds like you all are doing pretty good.
Advance to Pain Points
Well, based on what you shared, it might make sense for us to talk more because that
is the type of thing that we help with.
Skip to Product / Company Info
34. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
When we work with sales trainers, they often have challenges with:
• Difficult teaching reps everything they need to say
• Takes a long time to get reps ramped up and producing
• Not enough reps performing well
• Training does not get enough credit
Are you concerned about any of those areas?
Pain Points
35. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
SALES TAKEAWAY
PAIN POINTS
Well, based on what you shared, it might make sense for us to talk more because that is
the type of thing that we help with.
Advance to Product / Company Info
Well, it sounds like you all are doing pretty good over there. It might not make much sense
for us to talk.
Begin to walk away
CLOSE
36. I am with Sales Scripter and we provide the SMART Sales System:
• Web-based sales script generator
• Sales script library
• Sales role-play software
• CRM and email automation
• Sales training program
• Sales consulting and coaching
Benefits
Our system helps sales trainers to:
• Make it easier to teach reps what to say
• Decrease new hire ramp-up time
• Improve the performance for every rep on the team
• Make the training department look great
OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Product
37. Differentiation
Some ways we differ from other options out there are:
• We are the only sales tool that helps with what to say
• We are a true consultative selling approach
• We provide the only AI-driven sales role-play software
Impacts of not doing anything
Some things you might want to be concerned about:
• Difficult teaching reps everything they need to say
• Takes a long time to get reps ramped up and producing
• Not enough reps performing well
• Training does not get enough credit
OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Product
38. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
• We worked with a sales trainer at a software company and they were having difficulty
getting their reps to learn the pitch.
• We helped to solve that by implementing our SMART Sales System.
• This not only made it easier to teach reps what to say, but ultimately it helped to
improve the performance for every rep on the team.
Key: Customer | Pain Point | Product sold | Value Point
Customer Example
39. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Advance to Close
40. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
INITIAL CONTACT
CONVERSATION
EXPLANATION
PURCHASE
Selling the
Product
Selling the
Next Step
41. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
But I have called you out of the blue and I am not sure if this is the best time to
discuss this.
Are you available for a brief call to learn a little more about you and share
examples of how we have helped other sales trainers to:
• Make it easier to teach reps what to say
• Decrease new hire ramp-up time
• Improve the performance for every rep on the team
• Make the training department look great
Are you available on Tuesday or Thursday morning? Or are you available to
continue talking about this now?
Cold Call Close
42. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Confirm and schedule meeting
Go back to Questions
Go back to Pain Points
43. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
• How difficult is it to get reps to know what to say and ask?
• How do you feel about the time it takes to get sales reps ramped up and producing?
• How much of a priority is it to get reps performing better?
• How important is it to get more
Pain Questions
44. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
• Are you all using any type of sales script or sales playbook?
• Do you use any type of sales methodology?
• Do you provide sales training to your sales staff?
• Do you have a new hire onboarding training program?
• How many sales reps do you have?
• Are you doing any type of cold outreach?
• What is your sales staff turnover rate?
• How long does it take to get reps ramped up and performing?
• When was the last time you looked at improving your sales training?
Current State Questions
45. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Confirm and schedule meeting
Go back to Questions
Go back to Pain Points
46. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
When we work with sales trainers, they often have challenges with:
• Difficult teaching reps everything they need to say
• Takes a long time to get reps ramped up and producing
• Not enough reps performing well
• Training does not get enough credit
Are you concerned about any of those areas?
Pain Points
47. Cold Call Process
OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS