What to Do In the First 30 Seconds of Cold Call
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The document provides guidance on how to effectively handle the first 30 seconds of a cold call. It recommends that you: 1. Don't sound like a salesperson and instead confirm the prospect's availability in a friendly manner. 2. Once availability is confirmed, share the honest purpose of the call by focusing on the prospect's interests and how the product or service can provide value to them. 3. Finish the first 30 seconds with a "soft sales takeaway" where you express some doubt in the fit or justification as a way to pull the prospect in rather than push them.
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What to Do In the First 30 Seconds of Cold Call
- 1. How to Nail the First 30 Seconds of Cold Call
- 2. 1. Don’t sound like a salesperson 2. Confirm availability 3. Share the purpose of the call 4. Do a soft sales takeaway
- 3. Don’t Sound Like a Salesperson
- 4. 1. Don’t sound like a salesperson 2. Confirm availability 3. Share the purpose of the call 4. Do a soft sales takeaway
- 6. Identifies how busy the prospect is Buys you a window of time Builds rapport Confirming Availability
- 7. 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
- 8. Gets a more accurate read More familiar, less sales-ish Pattern interrupt Creates rapport Have I caught you in the middle of anything?
- 9. 1. Don’t sound like a salesperson 2. Confirm availability 3. Share the purpose of the call 4. Do a soft sales takeaway
- 10. To schedule an appointment To introduce yourself and your company To learn about the prospect’s needs Honest and Direct Purpose
- 11. Focus on the Prospect’s Interests
- 12. The improvements the product and features creates What the product does WHAT’S IN IT FOR ME? FEATURES / FUNCTIONALITY VALUE 1. Make something work better 2. Make something easier 3. Decrease the amount of time it takes to do something 4. Increase income/revenue 5. Decrease costs/expenses 6. Decrease risk 7. Improve visibility or access to information 8. Improve the customer’s product
- 13. We help businesses to: • Teach reps what to say • Decrease new hire ramp-up time • Improve how reps perform Value Proposition
- 14. 1. Don’t sound like a salesperson 2. Confirm availability 3. Share the purpose of the call 4. Do a sales takeaway
- 15. 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
- 16. • 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
- 17. PUSH PULL Great. The reason for my call is that we help businesses to teach sales reps what to say and ask. I don't know if we can help you in the same way or not.
- 18. Cold Call Process OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
- 20. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Hello, [Contact’s Name]. This is [Your Name] with [Your Company]. Have I caught you in the middle of anything? OPEN THE CALL
- 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 help businesses to: • Teach sales reps what to say and ask • Decrease new hire ramp-up time • Improve how reps perform Value Points
- 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 businesses to: • Teach sales reps what to say and ask • Decrease new hire ramp-up time • Improve how reps perform Value Points I don't know if those are areas that you want to improve. Soft Sales Takeaway
- 23. 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. I don't know if those are areas that you want to improve. Soft Sales Takeaway Great. The reason for my call is that we help businesses to: • Teach sales reps what to say and ask • Decrease new hire ramp-up time • Improve how reps perform Value Points
- 25. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @michael_halper
- 27. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 29. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 31. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 33. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 35. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
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