How to 2x your meetings with COLD CALLING

Charlotte`s Sales Shares #6 is out! Hello to 151 new subscribers since the last edition

If you read this then you are motivated sellers who have decided to keep it real, authentic and actionable

Today`s non snoozeletter is a 2 minute read on how to master your cold calling

Often the most feared channel in sales for salespeople, I have been hung up so many times or told to get lost. I have also booked hundreds of meetings by picking up the phone. Cold calling is the #2 most successful method to drive sales for B2B salespeople after referrals. And it's the quickest way to book a meeting AND shorten the deal cycle. A prospect will tell you way more on the phone than over email. Immediate feedback means getting to the truth faster. TRUTH leads to $

Lets look at what hasn`t worked for me

"Hi X how are you?"

This is a COLD call, you do not know the person, so asking them how they are seems like you know them already and is WEIRD

"Did I catch you at a good/bad time?"

It`s never a good time, it is always a bad time too...

Hi X can I have a few moments of your time?

No you cannot, this sounds like a sales call so I`m hanging up Instead try this:

Hi X, this is Charlotte from Y, Hi X, this is Charlotte from Y I listened to your interview featured on XYZ, where you talked about ABC, what`s your take on this?

OR

Hi X, this is Charlotte from Y, I discovered you from the work we do with other (job title)

Curious are you outsourcing content creation over doing it in house?

Provide context and then ask a question. The question means you avoid the objection, then pause and ask how it`s going. Josh Braun magic.

Allow your prospect to talk then state the REASON for your call. Gong data shows that stating a proactive reason for your call doubles the likelihood it will progress

if your prospect replies: "we do it in house", you can then say:

"Great, how`s it going for you?" Listen carefully. If they say it`s going well, then tell them they probably don`t need to make any changes. Move on.

Remember, the purpose of the cold call is to get information and then to book the meeting if there is interest. Don`t force or persuade, this is not the moment to do a discovery or sell your solution

I want to hear from YOU, reply with 2 WORDS on what you want me to cover in a future non snoozeletter...