This is the type of stuff you need to listen if you want to be great at sales. That is … other people’s experience in sales. Absorb what is useful, add what is uniquely your own.
Glad you think so! We do one of these shows daily where we bring in people in the role of sales to talk about different topics. Check it out here: sellbetter.xyz/the-daily-sales-show
It’s crazy how accurate and similar all this is. “Doesn’t matter what or how you feel..you just need to get started”. I sell door to door and that’s accurate. The hardest door of the day is the car door. The second hardest door is the first door.
This video is a gem! More of this please. I'm currently a business development manager of a cleaning company and I want to be a master of cold calling and sales. 🙏
- Stand Up. - Get the first one out of the way. You don't have to feel good to get started, you just have to get started to feel good. - Success in sales comes by having uncomfortable conversations. - Lead with context. - Tonality.
Cold Calls are easy, I hit quota my first month new to making cold calls 😊 there's no reason to be nervous if your solution is a good fit. View yourself as high status.
This is a really great video. I've managed a fewcall centers & they listed tips that I used but lately forgot. A new term I've learned is 'Constructive Discontent' - which I think is a perfect way of describing what Cold-Calling is for. You are not inferior to your target!!!! 🎉
@@B2BRecruiting I tried several multiline dialers for a while but I didn't like them. I think there's not many good ones for Europe, Mojo seems good as are some others but all the good ones are for US only.
I just started my life insurance career and cold calling has been the hardest part for me. After watching this and taking notes im looking forward to putting some of these tips to use! Thank you 🙏
I’ve always felt that asking “how’s your day going?” Sounded fake.. So I just say I hope you’re having a great day, as I do hope everyone is having a great day and seems like a more genuine statement. I’ve noticed it’ll sometimes open up the conversation with the customer saying yes I am or no I’m not and this is why…
Businesses fail because they fear making cold calls. Inbound digital marketing should never replace our confidence to make cold calls. We must always keep our cold calling muscles toned for life.
The opposite is happening in my last company. They focused 80% of manpower on making cold calls all day and cranked the prices up for a product that requires constant background work to stay relevant. And the owners aren't interested in any of that, they just want to keep selling a product that provides absolutely no value to the buyers. And it's going downhill so a lot of brainwashing and yelling is getting involved. I left before things got any worse and managed to maintain a good relationship with my superiors.
Standing up helps me out a ton. I notice I’m more animated so I’m making the client see the vision as to why they need my product. Plus believing in your product while speaking about makes a world of difference
Great session. Can you spend some time going over gatekeepers, post-COVID ? So many offices no longer have a receptionist, and I would like to be able to figure out how to reach someone.
Great tips I use a strategy for years that always make them laugh a bit and the always listen to what I got to say even they might not buy due to income or whatever also It gets me passed the gatekeeper most of the times
I have my first call / demo with an ICP for my software tomorrow. It's not a cold call because they look part in my beta but didn't convert at the end but want to have a chat again. I'm nervous as but immediately some great tips having me feeling a lot better.
It's like going for a run, if you start thinking about it you'll never do it, but if you put your shoes on and try, you'll find that you make progress every time, so don't think about it too much and just do it.
Genuinely love cold calling.. Genuinely cant stand doing it without any data enrichment and ideally software to support it.. Current company refuses to invest in ANYTHING to support outbound..
A salesperson😊 to be get a better closing ratio what's the marketing and prospecting set aside just cold calling ratios it's an inner game if your inner game is off you're not going to have a high closing ratio I'm glad they're talking about the inner game
If they're only cold calling for 30mins or an hour a day, what are they doing with the rest of their time? If they're AEs, wouldn't they have already had to have been good enough as an SDR/BDR to get to the AE spot?
1- 60-90 segundos: demostrar que tu llamada viene con una investigación previa y añadir contexto. Para pasar de un comercial aleatorio a un compañero respetado.
But the problem is getting a good list. How and where should I get it? Been trying to sell b2b services and all my current leads as too small for our services :(
Parallel Dialers do 120 dials in an hour with 3 lines, power dialing is about 1/3 of that Of course, if you have good data you can have less dials to have more conversations
Benjamin Dennehy is great… But much of his stuff is Sandler Training. Chris Voss is dope too. But again, mirroring & labelling have been around for decades in sales training long before NSTD came out. There’s lots of similar ways to do well in sales.
1. 40 dials an hour is very possible, we know reps KPI’d on 200 dials a week, my first sales job was 400 dials a day 2. Dialers make this much easier (power/parallel) 3. Time blocking and having a pre built list before hand also make this easier
Are you kidding? I can do that while doing numerous coffee runs, hitting the head twice and leaving voicemails on every unanswered call. You need to step it up.
Yeah it’s definitely not possible for Enterprise Sales unless they are selling a low value product. Even then, if a 15+ answered it wouldn’t be possible.
It’s doable if no one picks up especially if you’re double dialing. My question is…have people done the research /business owner name of 40 people before starting the first call? I’m spending a few minutes on website and getting business owner name before making a call so genuinely I’m only reaching about 25
@@justwillaitken reputation and traditional marketing. Unless you pay their phone bills you have no right to abuse people's phones. People should boycott all brands that use cold calling and spam
@@SellBetterXYZ you won't build a reputation by harassing people. For every lead you convert you push away 9 people. Conventional media is less intrusive.
Just hang up genius lol. If you don’t need what’s being offered you don’t need to sit on the phone with us. You’re not the costumer we’re looking for. I never feel bad for cold calling or door knocking anyone because the service that I’ve provided has helped out so many families and homes
asking an open ended question rather than going for a close justify the close in the objection handling hey just so no one calls you again, could you give me a sense, is it because: 1.) you have something 2.) you're doing this in-house 3.) or I totally caught you off guard and you hate getting cold calls /* Question for the hosts of the video */ Does that mean that after they respond either of these questions, do you keep the conversation going? /* if you can't get past the send me an email */ send a placeholder, tell them you're going to send a placeholder, hey [name], I totally get it, I know you're probably running between meetings. I'm going to send a hold for next thursday in the afternoon so it's out of the way, that's probably going to be an incorrect time, and I'll follow up with a few other times that also work, if that hold works, would you mind just accepting it, or picking another time if it doesn't /* If they give multiple objections at once: */ hey [name], honestly, I really appreciate you having this conversation with me, I don't think this is relevant for you guys right now, and I appreciate how much you have shared with me, if it's okay with you, in three months, I would love to put a reminder on both our calendars so I can touch base with you for just five minutes and see if anything has changed. Can I send you that calendar invite for July-August
This is the type of stuff you need to listen if you want to be great at sales. That is … other people’s experience in sales. Absorb what is useful, add what is uniquely your own.
Glad you think so!
We do one of these shows daily where we bring in people in the role of sales to talk about different topics.
Check it out here: sellbetter.xyz/the-daily-sales-show
0p😊a😊😊f😊 đut
It’s crazy how accurate and similar all this is. “Doesn’t matter what or how you feel..you just need to get started”. I sell door to door and that’s accurate. The hardest door of the day is the car door. The second hardest door is the first door.
This deserves more views. Excellent advice and I like how we get 3 different styles to each question
Glad you think so! We're always doing more shows sellbetter.xyz/the-daily-sales-show
Removing your emotions from the outcome is key. Still working on that. 😄
This video is a gem! More of this please. I'm currently a business development manager of a cleaning company and I want to be a master of cold calling and sales. 🙏
100% we also do a daily live show at least one a week is focussed on cold calling
Currently we are working with cleaning companies
This channel is UNDERRATED! How did I find this WOW
🫶
Thank you. Perfect timing. Permission basted selling is gold
FINALLY HONEST EXPERIENCED CALL ADVICE! Thanks for the help honestly.
I recommend this video to anyone in sales new or experienced. I appreciate you guys clearing up all the gray areas.
This maybe the best cold call content I've heard yet.
Great stuff, thanks lady and gentlemen!
Thank you so much 🙏 we do a daily sales show like this
- Stand Up.
- Get the first one out of the way. You don't have to feel good to get started, you just have to get started to feel good.
- Success in sales comes by having uncomfortable conversations.
- Lead with context.
- Tonality.
Good summary!
Cold Calls are easy, I hit quota my first month new to making cold calls 😊 there's no reason to be nervous if your solution is a good fit. View yourself as high status.
I need to cc but I gives me anxiety 😩 but it's not the fear of rejection
I hear a lot of what I used to learn in Sandler Sales in these openers, which is refreshing to hear.
One of the greatest one-on-one, live experience, the works on sales.
Awesome approach from you all.
This is the stuff you do not receive in college.
Hopefully one day colleges will bring us in!
The best concise video brown down in division. Thank you for this! This definitely would stay on the phone a little but longer. 🙌🏾
Thank you for checking it out!
As a marketer, this was immensely useful for helping me better understand the challenges our SDRs face.
Love to hear it!
And you better start respecting them instead of criticizing
We are going to start utilizing the place holder exit.
Really good conversation with great points. I love the openers Nick shared with the law firms.
This is a really great video. I've managed a fewcall centers & they listed tips that I used but lately forgot. A new term I've learned is 'Constructive Discontent' - which I think is a perfect way of describing what Cold-Calling is for. You are not inferior to your target!!!! 🎉
I'm coldcalling 6 hours a day but I'm going to implement some of these tips.
Do u use a parallel dialer or a specific software to keep you updated on who you called etc
@@B2BRecruiting I don't use fancy dialers yet. Justcall and mobile phone.
Good going brother!
@@Alexrenaudmusic thanks!
@@B2BRecruiting I tried several multiline dialers for a while but I didn't like them. I think there's not many good ones for Europe, Mojo seems good as are some others but all the good ones are for US only.
Thank you!
I just started my life insurance career and cold calling has been the hardest part for me. After watching this and taking notes im looking forward to putting some of these tips to use! Thank you 🙏
This is absolute gold.
This is SURPRISINGLY good
SO much value!! Thank you all.
Good content but too many cuts and editing, It sucks - feels like I am missing out on some valuable stuff!!
Sellbetter.xyz
I’ve always felt that asking “how’s your day going?” Sounded fake.. So I just say I hope you’re having a great day, as I do hope everyone is having a great day and seems like a more genuine statement. I’ve noticed it’ll sometimes open up the conversation with the customer saying yes I am or no I’m not and this is why…
Much better thing to say!
It’s only fake if you don’t care…
Good stuff, I resonated with Nick's approach for my prospecting!
That end is a pro tip! ⚡️👌💪💯
These guys know what's up.
Businesses fail because they fear making cold calls. Inbound digital marketing should never replace our confidence to make cold calls. We must always keep our cold calling muscles toned for life.
The opposite is happening in my last company. They focused 80% of manpower on making cold calls all day and cranked the prices up for a product that requires constant background work to stay relevant. And the owners aren't interested in any of that, they just want to keep selling a product that provides absolutely no value to the buyers. And it's going downhill so a lot of brainwashing and yelling is getting involved. I left before things got any worse and managed to maintain a good relationship with my superiors.
Standing up helps me out a ton. I notice I’m more animated so I’m making the client see the vision as to why they need my product. Plus believing in your product while speaking about makes a world of difference
Excellent idea! Raises testosterone too.
@@SDRCultureDotCom standing does?
Great session. Can you spend some time going over gatekeepers, post-COVID ? So many offices no longer have a receptionist, and I would like to be able to figure out how to reach someone.
Absolutely. Very interested in this too as a beginner
Right, I struggle with gatekeepers a lot.
Excellent video! thanks
Very well said Nick.
Great tips I use a strategy for years that always make them laugh a bit and the always listen to what I got to say even they might not buy due to income or whatever also It gets me passed the gatekeeper most of the times
Hey, I'm really interested, how do you make them laugh?
I have my first call / demo with an ICP for my software tomorrow. It's not a cold call because they look part in my beta but didn't convert at the end but want to have a chat again. I'm nervous as but immediately some great tips having me feeling a lot better.
Maybe I am an anomaly. I don’t ever get nervous. I just looked at it like I’m a friend calling another friend trying to come up with a great deal.
This is what’s known as professional selling. Puts you in a whole different league because most people won’t even put in the effort.
It's like going for a run, if you start thinking about it you'll never do it, but if you put your shoes on and try, you'll find that you make progress every time, so don't think about it too much and just do it.
Armand is on another level
He goes hard, good stuff over on 30 Minutes To Presidents Club's Channel
Great content! However, one of the key steps of cold calling is to pass the gate keeper. Do you happen to have tips on that?
This video is a gem.
Thank you! 🙏
great tips from all of you! thank you!
🙏
Genuinely love cold calling..
Genuinely cant stand doing it without any data enrichment and ideally software to support it..
Current company refuses to invest in ANYTHING to support outbound..
A salesperson😊 to be get a better closing ratio what's the marketing and prospecting set aside just cold calling ratios it's an inner game if your inner game is off you're not going to have a high closing ratio I'm glad they're talking about the inner game
Armand is Best....
❤❤❤❤❤❤❤❤
Thanks guys this is awesome
Lot's of Thank you my bro, You win my heart ❤ Thank you very much 💗
that meeting piece at the end by Armand The Close or Exit first time I heard that. good piece thanks
Freaking GREAT share!!
Bro these people seem like they ACTUALLY walk the walk not just talk the talk.
If they're only cold calling for 30mins or an hour a day, what are they doing with the rest of their time? If they're AEs, wouldn't they have already had to have been good enough as an SDR/BDR to get to the AE spot?
The idea is you don’t stop prospecting if/when you come an AE
Amazing Video
This should be available on YT Music.
Good shout
Absolute value ❤
Thank you 🙏
This is soooo good!!!!1
Why so many jump cuts? Just give us the full conversation
sellbetter.xyz/daily-show/cold-calling-masterclass-from-opener-to-booked-meeting
The audio cuts from that really annoyed me
This is Gold
this was great!
Thanks so much! We do a daily show on sales so if you enjoyed this be sure to check those out sellbetter.xyz/the-daily-sales-show
Nick is good!
Coincidentally I watched this video today and just realised the cold call book I bought 2 days ago on Amazon is by Nick and Armand. How strange 😅
So are we combining outreach and discovery in one call?
Focussing on finding a pain point but not running full discovery
1- 60-90 segundos: demostrar que tu llamada viene con una investigación previa y añadir contexto. Para pasar de un comercial aleatorio a un compañero respetado.
great value. but how to get past the gatekeepers? and again how to know the owners name??
You don’t research these companies online beforehand on LinkedIn etc. to know who the owner is or the contact you want to reach?
LinkedIn, best way to handle gatekeepers is with your tone "Could you put me through to NAME please?"
Amazing
Awesomeness
TO anyone out here I'm barely starting fresh in never done one deal. What would've been your very first step? (if it helps i live in Arizona)
Even badasses with cauliflower ear get nerves before cold calls - you're not alone haha
But the problem is getting a good list. How and where should I get it? Been trying to sell b2b services and all my current leads as too small for our services :(
Check out our LinkedIn sales nav video
Thank you!!
40 cold calls in a hour? Old fashion dialing or power dialers? How do you have a convo with that many dials?
Parallel Dialers do 120 dials in an hour with 3 lines, power dialing is about 1/3 of that
Of course, if you have good data you can have less dials to have more conversations
It would be best if you charged $$$$ for this video hahaha. Really valuable information
Don’t worry we get a little bit of Adsense and the hope is that people see this and check out our other stuff that we sell sponsorships for
I can relate to her
🔥
That guy spoke so fast he started glitching
23:55
Be honest
Ask question
Shut up and listen
Close the deal
❤
6:26
🐍🐍🐍🐍
So you guys just use Chris Voss and Benjamin Dennehy's stuff.
Benjamin Dennehy is great… But much of his stuff is Sandler Training.
Chris Voss is dope too. But again, mirroring & labelling have been around for decades in sales training long before NSTD came out.
There’s lots of similar ways to do well in sales.
English language belongs to everyone
Cant believe she didn’t get that karate kid reference 😡
The one with the panda? 🐼
I don’t really is the point of mentioning the fact that you’re calling them out of the blue like what Nick’s saying.
Your style is your style, it works for Nick and at least some of his buyers, but might not work for every seller & buyer
Straight off the bat, who is making 40 cold calls in an hour?! That isn't even possible. You'd be hard pushed to do that even if no one picked up.
1. 40 dials an hour is very possible, we know reps KPI’d on 200 dials a week, my first sales job was 400 dials a day
2. Dialers make this much easier (power/parallel)
3. Time blocking and having a pre built list before hand also make this easier
@@SellBetterXYZhow long does an average cold call last?
Are you kidding? I can do that while doing numerous coffee runs, hitting the head twice and leaving voicemails on every unanswered call.
You need to step it up.
Yeah it’s definitely not possible for Enterprise Sales unless they are selling a low value product. Even then, if a 15+ answered it wouldn’t be possible.
It’s doable if no one picks up especially if you’re double dialing. My question is…have people done the research /business owner name of 40 people before starting the first call? I’m spending a few minutes on website and getting business owner name before making a call so genuinely I’m only reaching about 25
They seriously said you can do 40 cold calls in 1 hour, how few people answer these people's calls?
With the industry average connect rate being 2%, 1. Pickup Assuming a 5% connect rate, 2 pickups. Assuming a 20% connect rate 8 pickups.
Dorks
Well paid dorks! 😂
you should be making 150-200 per day not week, everything else in this video is great
It depends on the quality of leads given. Also, if no leads are given, then a lower call rate can be expected.
Coldcallers should be fined and jailed. There is no form of good cold calling. Spam is spam. And should be treated as harassment.
How should companies get people to buy their product?
@@justwillaitken reputation and traditional marketing. Unless you pay their phone bills you have no right to abuse people's phones. People should boycott all brands that use cold calling and spam
Surely only the biggest and most well known companies would succeed, that’s a bad thing for everyone.
@@SellBetterXYZ you won't build a reputation by harassing people. For every lead you convert you push away 9 people. Conventional media is less intrusive.
Just hang up genius lol. If you don’t need what’s being offered you don’t need to sit on the phone with us. You’re not the costumer we’re looking for. I never feel bad for cold calling or door knocking anyone because the service that I’ve provided has helped out so many families and homes
asking an open ended question rather than going for a close
justify the close in the objection handling
hey just so no one calls you again, could you give me a sense, is it because:
1.) you have something
2.) you're doing this in-house
3.) or I totally caught you off guard and you hate getting cold calls
/* Question for the hosts of the video */
Does that mean that after they respond either of these questions, do you keep the conversation going?
/* if you can't get past the send me an email */
send a placeholder, tell them you're going to send a placeholder, hey [name], I totally get it, I know you're probably running between meetings. I'm going to send a hold for next thursday in the afternoon so it's out of the way, that's probably going to be an incorrect time, and I'll follow up with a few other times that also work, if that hold works, would you mind just accepting it, or picking another time if it doesn't
/* If they give multiple objections at once: */
hey [name], honestly, I really appreciate you having this conversation with me, I don't think this is relevant for you guys right now, and I appreciate how much you have shared with me, if it's okay with you, in three months, I would love to put a reminder on both our calendars so I can touch base with you for just five minutes and see if anything has changed. Can I send you that calendar invite for July-August