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I'm gonna share a cold calling tip that will instantly improve your conversations, guaranteed. After the person answers and you get past the first 5 seconds (my preference is "You were not expecting my call. Do you have a moment? I promise to be brief."), you'll get your moment to speak. A lot of sellers then say "we help companies like yours that struggle with..." 🛑 STOP 🛑 Eliminate the words "help" and "struggle" from your script completely. The word "help" is a landmine for you. You're calling them. They are not struggling or helpless. They're probably not even aware they have a problem that you can solve... So when a seller uses these words, they are making themselves the hero going to save a prospect in distress. Completely wrong framing and easily ignored. Plus, do you like admitting you need help or are struggling to a random stranger? Words matter. They set the context for the interaction. Try a rephrase like: "From the conversations I've been having with other VPs like yourself, it's clear there's a lot of pressure right now. How are you handling budget cuts and hiring freezes without reducing production goals?" Take your "help" and their "struggles" out of the equation. It's an outbound cold call, not an interested buyer. Win their attention first and foremost by sounding informed. #sales #mindset #deathtofluff ☠️ 🔔 Subscribe for More 🔔 ☠️ Belal Batrawy Death to Fluff

3 unconventional ways to start a #sales call guaranteed to impress skeptical buyers: 1) Start with the top 3 reasons people shouldn't buy your product I don't mean comical reasons like "If you hate saving money, we're not right for you..." Real things like "If you can't get executive buy-in early, this project becomes too big to pull off alone..." --- 2) Give folks the exact criteria for how to evaluate your product Be extra specific and clear when explaining what they should be looking for. It sounds like "Our product requires some admin overhead to set up. If you don't have that capacity, it won't be a successful launch. So I'll ask you at the end of the demo if you feel your team can handle it. Fair?" --- 3) Tell people you're expensive and they should consider cheaper ways first There's no reason to pretend that buyers don't have options. Spell them out and see if you're buyer has seriously considered the alternatives, otherwise you might just end up wasting your time on an account that could never close. Try saying "Some folks have enough headcount to manage this in a spreadsheet. While it's not automated or ideal, it can work. Have you tried that or using a VA to manage the workload? It would be cheaper than our solution." --- Buyers have extremely low expectations of sellers because most of their prior interactions are negative. One unique opener that shows a bit of expertise and vulnerability can completely change the conversation for you. Be bold. Try something different and see how buyers react to a surprisingly refreshing sales call opener. #deathtofluff ☠️

The first 5 seconds of a cold call just buy you the next 15 seconds. "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 you? You do this by asking a question that shows your authority and expertise. "The second largest cost behind payroll for most white collar, fast growing companies like yours is health benefits. In California, the cost goes up 10-16% YoY, with most averaging ~12% increase. Has this been happening to you too?" In order to start qualifying for the next 2-3 minutes, you need to justify your expertise with social proof. "I'm with XYZ, the largest HR provider for biotech companies in the US. Some of our customers include A, B and C. The number one issue they faced was their second largest cost rising 10-16% YoY with little control from their benefits broker. What time of year is your open enrollment?" You've just qualified: 1) They're available to speak 2) They are the right person to be speaking to and if not, who is 3) If they are dealing with a typical pain or an outlier 4) That odds are you're not calling at the right time of year, but want to know what is All in under 1-3 minutes. That's how you cold call efficiently. #sales --- P.S. Get the free worksheet with 4 real cold call scripts that actually work at https://lnkd.in/ebmXGCBg

🔎 Your elite #sales problem-finding checklist: 🔍 - Did they tell you the problem? - How hard is it to fix the problem? - What have they done to address it? - Did they explain why it's a problem? - Is the impact of the problem clear? - Why did this become a problem now? - Can't this problem wait a little longer? - Is the problem affecting others much? - Will others agree that's really the problem? - Who owns the problem and having to fix it? - Do they understand the cause of the problem? - Have they tried the easiest way to address the problem yet? - What are some other problems that might be more important? - Do they really have the time and money for this problem now? - Will addressing this problem cause other potential problems? --- Just keep repeating this to yourself until you hit quota: "My ability to sell is defined by my ability to explain their problems, not my solution." You won't get consistent, meaningful results in sales until you're able to discuss buyer problems without launching into vendor solutions. #deathtofluff ☠️

Oh so you thought last year's goal was aggressive... We'll wait till you see the new one at SKO 2025! #sales #deathtofluff ☠️

The #sales competition is still open until January 16th with $4,000 in prizes! Winner gets $1,000 in cash plus a whole lotta bragging rights. Shout out to 🥇Tyler Eagan, 🥈Gabrielle “GB” Blackwell, and 🥉James Fox for leading right now in the Hyperbound x pclub.io competition. Join in at: https://lnkd.in/dyS5QFTx

📞 60 dials 🗓️ 11 Follow Ups 🎯 2 Meetings 🤯 All from learning the Mic Drop Method from some YouTube videos... Most sellers just had their professional development/education stipend just refresh at the start of the year. Why not use it to master the phone in ~2 hours? I packed 15 years of Cold Calling experience in the Mic Drop Method course. Check out why it's the best cold calling course out there with the 30 day money back guarantee. learntosell.io

I Made Over $15 Million In Sales From Cold Calls. Here Are My 9 Non-Negotiable Rules For Phone Success. Picture yourself dialing number after number. Most don’t pick up. Some hang up abruptly. Others unleash on you. Cold calling is a grind. But stick with me, because it can also be incredibly lucrative if done right. I went from dreading those soul-crushing rejections to looking forward to making 50, 100, even 200 dials a day. How did I do it? By following 9 non-negotiable rules of phone success: #1 Detach From the Outcome Going into calls with any expectations is a recipe for misery. You have no clue what the person on the other end is dealing with. Maybe their dog just died. Or their coffee order got botched. You catch them on the wrong day, so accept the randomness and keep moving. #2 You’re The Pro, Not Them The people you call don’t do this for a living. You do. Embrace your role as the phone selling expert. Be steady. Be consistent. Let rejection roll off your back. You’ve got this. #3 Obsess Over Your List Random dials get random results. To increase your odds, meticulously build your call list. Vet companies. Confirm titles. Double check direct dials. Even with a perfect list, some calls will be duds. But you’ll connect with the right people way more often. #4 Have Fun With It Ever had a call where you were smiling and energetic, and the prospect matched your friendly tone? What we project through the phone is powerful. Stand up, smile, and bring some lighthearted energy. You’ll be amazed how it impacts results. #5 Get Them Talking This isn't a monologue. Your goal is to facilitate a conversation where you ask questions, listen, and get them engaged. The more you get people talking about themselves early on, the more likely you are to connect. #6 Don't Tolerate Rudeness Sure, you interrupted their day. But that doesn't give people a right to insult you. The second someone gets abusive, hang up. You don't deserve to be someone's punching bag. Ever. #7 Accept It's A Numbers Game Not every call will connect. That's just the reality. Control what you can control - your list, your tone, your effort. Do the dials, and the odds shift in your favor. #8 Don't Overstay Your Welcome Once you've booked the meeting, confirm next steps quickly and move on. You're an uninvited guest. At a certain point, you risk over-speaking. Don't press your luck. #9 Strike While The Iron Is Hot Ideally book meetings within a few days max. Momentum is everything. Follow up fast while your outreach is top of mind. Otherwise, they'll get distracted by other priorities. Cold calling isn't easy. But master these 9 rules, and you can generate massive revenue too. Now get dialing! --- Need some more direction? See why +6,000 sellers have used the Mic Drop Method to turn cold calling into a superpower. Get the phone working for you at: learntosell.io

Took me about a year or two in #sales before I realized "We'll discuss internally" is 🚫NOT🚫 a next step... That response is a great way to get ghosted and have no clue what happened. If you're hearing "we'll discuss internally" slam the brakes hard and ask the following tough questions: ☑️ Sometimes folks may say that as a polite way of saying no. Would you be opposed to telling me if this is not a fit for you right now? I promise to respect your answer. ☑️ Mind if I ask a direct question? Who is the "we" and how will you determine who to include and who to exclude? ☑️ Internal discussions have a way of veering off topic, given how much is going on in the business. What priorities do you think could come before a discussion on this? ☑️ What concrete next steps would you be willing to commit to if I can deliver on some of the items we discussed in today's call? ☑️ What are some of the practical objections and skepticism you expect to hear when you bring this up? Is this in conflict with other ongoing projects? Pretending all is well doesn't make things well. Be brave or be ghosted, dear sellers. --- Exciting partnership launch with Sales Rocket Fuel and my friend Chris Bogdan 🚀 coming next week. Join ~10,000 sellers on the Death to Fluff newsletter to find out how you can get world class AE training and coaching. deathtofluff.substack.com

This is going to be hard pill to swallow, but "I'm not interested" isn't an objection you need to 'handle'... Worst off, it's the #1 cold call killer... So what should you do to avoid it? First off, realize your cold call script is just like a movie script: The idea is to get the audience (your buyer) to want to see the movie (have a conversation and take a meeting). If the movie trailer is boring, you ain't going to the movie. Similarly if your opening 14-23 seconds of a cold call are boring, they'll say "not interested". So change the opener! You've got to get the person on the other end of the call leaning in and talking. Don't waste it on a monologue about your product. Ditch the pitch! Instead, frame a relevant problem you know your buyer cares about because: -) You've analyzed dozens of job descriptions for their role -) You've talked to their peers across multiple companies -) You're well read, knowing the industry trends and landscape Then, ask a "what" or "how" question about that problem, turning the mic over to them to speak. I call this the Mic Drop Method for cold calling. - Permission - Problem - Provoke - Promise And when done correctly, "I'm not interested" fades away and talk time shoots up. Because people start embracing the problem statement instead of objecting to a pitch. Don't treat "I'm not interested" as an objection. Otherwise you're constantly fighting a losing battle. #sales #mindset #deathtofluff ☠️