How To Call Leads THE RIGHT WAY (Prospecting & Warm Leads)

in this training video I'm going to show you three questions that you can use when you call outbound leads or any type of lead from a lead list could be from an ad that will actually help you cause your prospect to let their guard down and actually open up to you rather than trying to get rid of you or say not interested or call me back later so come to the vboard I'm going to show you how to do this okay now the first thing I want to show you this is going to really help

you is understanding that there is a wrong way to do this that is going to cause you to play the numbers game where you just have to go through a ton of leads to make a sale or if you're an SDR to make an appointment and there is a right way to do this where you can drastically reduce the numbers game because it's more about the skills game okay so H in here pay attention very important now first of all I'm going to show you the wrong way to do it so you can kind of

see maybe if you taught this way to do it maybe you can change that because have you ever wondered why let's say that you're in a company that has 10 salese or a 100 salese or 500 or 2,000 salespeople or whatever it is how you're all using the same script saying the same things selling to the same type of prospects yet there's some salese that are way up here others that are here and others that are here well why is that if you're saying the same thing using the same script talking the same prospects okay

something to ponder so I'm going to show you okay now let's say I'm just going to show this as generic here and I'll show you some differences to to make it industry specific for you here as we get towards the middle and the end all right so the average salesperson might say something like this and I I said this is just generic yeah is Annie there yeah hey Annie it's it's James Miller with XYZ company I saw you requested some information about our blank Services is this a good time to talk that's one approach or

I saw you request some information about our blank product or services do you have two minutes to talk about our XYZ Solution that's another approach I've seen or request this information about our blank products and services how are you doing today okay that is typically there's some variances from different Industries and some different things you might have taught but that is pretty much how the average salesperson calls an outbound lead now when I say outbound lead that means somebody that has requested information okay they might have let's say if you sell life insurance they might

have filled out some form right that they didn't really know what they were requesting but they knew somebody was going to call them back they just didn't know when or who it was they might have put in their name phone number email let's say if you run ads on Facebook or YouTube or wherever you run ads IG and they fill out their name email phone number and like I said they know someone's calling them back but they just don't know when and who okay that is what we consider an outbound lead I'm not talking about

cold calling okay some of this can apply so you might want to stay on an inbound lead some of this can apply as well so you want to stay on with that okay now let me show you why this doesn't work most of the time now this will work on laydown sales so they're really really interested this type of approach you can be okay at however that's how many of the leads that you talk to 10% maybe if you're lucky what about all the other 90% that seem to get triggered by this okay now most

salespeople when they call leads they either come in way too high pitched that means they're way excited something like this hey Annie yeah it's James Miller with XYZ company I saw you requested some like the voice is too high high pitched okay or even worse this is actually worse they sound monotone like a telemarketer like Flatline like this hi is this Annie hi Annie it's James Miller with XYZ company I saw you requested some it sounds like a telemarketer now the problem with this is is your prospects have built up human beings have built up

from our society defensive mechanisms in our brain that's in our survival part of the brain a lot of people call that The Reptilian part of your brain and they built up survival mechanisms so anytime they feel or that someone sounds like they're trying to sell them something instantly their I call it their Spidey senses okay their survival part of their brain goes into oh salesperson trying to sell me something and the guard goes up you see where I'm coming from so if you sound like most salespeople that are way too excited okay or way too

monotone or even worse timid okay like they have uncertainty that triggers the prospect to say not interested call me back later I'm too busy I don't remember doing that that tonality triggers that reaction because that's what they're used to what hearing from other salespeople that have ever tried to sell them anything so we don't want to sound like that okay so I'm going to show you that now let me show you a few instances why this doesn't work I'm going to show you how to analyze this okay about our products or Services see when you

start talking about your products or Services right here from the first question question you're focused on your solution we want to focus more on the reason why they responded and the result of your solution not just what your solution is that is a big difference I'm going to show you some examples here in a second all right now this approach if you say is this a good time most prospects say what they say no it's not okay so don't ever use that don't say it's a good time I'm going to show you how to change

that okay don't ever say do you have two minutes to talk about her XYZ thing does the average Prospect really believe you're only going to take two minutes of their time unlikely and so if you do that you're automatically causing them to trust you less like you're losing trust because they feel like you're not being honest here okay so it's going to lower your status in their brain you don't want to do that and you don't want to say uh information about blank surfaces how are you doing today now I know a lot of you

have been told by your mother to be polite to strangers but in a business setting do you really believe the average Prospect believes that you were genuinely interested in how their damn day go is going right when a salesperson asks you in the first one minute hey how you doing today do you sit there like oh that's so nice of the salesperson to ask me how my day is you don't you typically don't believe they really care you know they're asking you that question because they're trying to do what build rapport okay and so that's

why you notice a lot of your prospects especially if they're a type when you ask them this like uh yeah what's what's going on you're instantly triggering sales resistance because every Prospect is used to what the same predictable questions that every salesperson has asked them trying to sell them anything from you know a Rainbow vacuum cleaner to you know Pest Control to financial services life insurance cyber security a new car doesn't really matter they ask the same predictable questions you don't want to sound like everybody else okay now typically some sometimes let's say if you

triggered figh ORF flight mode okay because you notice a lot of times they say oh I remember doing that I'm just really busy right now can you call me back later or something like that that's typically what happens when you use that approach unless they're a lay down okay but I'm not showing you how to sell to laydowns because you wouldn't need me for that you want to learn how to sell to who everybody that you can't close now right that's why companies come to seventh level and us to learn how to sell that way

with our training programs now most people will play the numbers game here this is the numbers game approach so the prospect says can you call me back later I'm real busy when you agree when you say well okay yeah when works best for you to call you back I could call you back today or tomorrow or the next day or sure when can I call you back okay so all you did right there is you're just buying into their excuse okay that is not something that an expert does necessarily I'm going to show you some

tweaks to that right because what that does when you say yeah sure I'll call you back when works best for you you now go into what Chase mode okay now you are qualifying to the prospect now you've probably been taught that this is the polite thing to do okay but now look how the prospect views you when you just say sure when can I call you back now you were qualifying to them but the problem with that is I want you to think about this who has the problems you or the prospect the prospect has

the problems not you so why are you qualifying to them okay you don't want to do that you I'm going to show you here in a second how to get the prospect to start qualifying to you because you're the one that can actually do what solve their problems so we want to flip that script now we have to do that in a Ply way you can't be like a douche that and make them defensive we have to do it in a very skilled way which I'm going to show you okay let's say the pro says

yeah sure call me tomorrow now a lot of you might have been taught like I need to get some information from them before I call them back tomorrow well hey before I go uh let me ask you a question what's two challenges that keep you awake at night or what's two things that you really need help with or what are some problems that you're having right now now let me show you why you don't want to ask this type of question okay and then I will show you a much better way to Rel language it

when you say before I go not even this this is fine but when you say let me ask you a question and then you just ask it imagine how that feels in the prospect's brain you're not really asking their permission okay you're saying let me ask you a question instead I can say can I now before we get off can I um C can I ask you something see now I'm asking for permission it's hard for them to say no you can't okay look at the verbal pacing I did with that can I um can

I ask you something before we get off sure nobody's gonna say no okay so you don't want to say let me ask you a question and steamroll you want to Pace it out like I did okay this question two challenges problems that keep you awake and at every salesperson ask that question and they know what where that question leads to so that's why a lot of people when you ask that type of question will push back especially a types and they'll say well I don't know I'm just always looking for this or that or I

don't know I'm just looking for some information we might be interested or you know I'm actually doing pretty good let's say if you're selling something to a business business is going great and they might say well what's this all about okay if you sell to a business if you sell to somebody else you know like a consumer we would Rel language that a little bit okay like B Toc sales okay and then what happens when they get defensive most salespeople have been taught to what will they get defensive back well I called because with our

XYZ Solutions we can help you with blank and meet your business needs in fact we've been ranked the number one Service Company in the market the last three years in a row blah blah blah blah blah see now you get into defensive mode trying to justify your position and why you can fulfill their business needs you're ranked number one in the market with the service the last three years in a row which by the way doesn't every salesperson say they have the number one product or service how many sales people do you know that try

to sell you something that say you know Jim um we're the 17th best in the market nobody does everybody says they're the best So when you say things like that even if it's true most of your prospects don't believe you because they've heard that so many times from every salesperson in any industry selling them something so that actually trust you less I'm going to show you how to reward that to to see that in their brain much better where they don't get defensive okay now let's say there could be different things they say here but

let's say they come back oh yeah I'm I'm good in this are like I appreciate your time but I'm probably not interested and what do we do you get more defensive well why did you respond to that I've got a solution That's so exciting that's going to help your cut your cost by blank and increase your Revenue by blank when can you spend 10 to 15 minutes where I can show you how this can work for your company or whatever it is now if you're calling a consumer we would reword that that's very generic and

I'll show you how to make that more industry specific in a minute okay you're just going to get defensive and that triggers more resistance in the prospect's mind does that sound familiar okay we don't want you to have to go through it anymore because you don't have to you just haven't been taught how to do this the right way look it's not your fault that you are having these issues where prospects are going to fight or flight mode right you might have been taught that by your company or put that in a script or maybe

some Guru you read in a book or went through a training program showed you that that wasn't maybe that successful in sales when they were in sales themselves or maybe they hav sold for a long time it's not your fault but it is your what it is your problem right okay so I'm going to show you how to fix that okay so come back over here all right now these are called what are called neq connection questions now if you're not if you're one of our clients you would already know this but that stands for

neuro emotional persuasion question this comes from my background in Behavioral Science and human psychology I went to school University to become a psychologist okay so I just love the way the brain works all right now let me show you how to do this I'm going to take a drink of water cuz my mouth is getting thirsty here oh Pro tip number one when you're speaking or when you're talking to an audience or maybe you're talking to a prospect or several prospects drink hot water not boiling where you're going to have boils in your tongue where

it burns you but not lukewarm a little bit hot clears up your vocal cords allows you to talk more of your diaphrag I even have a cold today I'm still talking a little bit like that okay now I want to show you how to do this yeah is John there yeah John hey it's it's James James Miller with XYZ company uh you asked us to call you back looks like you respond to the ad this morning on YouTube about and then you're going to repeat back the end result of what you sell okay now I'm

going to show you what I just did here okay yeah is John there yeah John hey it's James James Miller with XYZ company now what did I just do there it's James James Miller what type of tone does that sound like that is what we call a familiar tone okay now there's five types of tonality that you have to master if you want to get into the top 1% of salespeople in your industry okay and one of those is a curious tone and there are subcategories of those tones one subcategory of a curious tone is

a familiar tone because it does what it triggers curiosity right you ever got a call from somebody like hey it's Amy Smith how are you with that type of tone what do you say yeah yeah I'm I'm doing great how are you doing and why do you do that because it sounds like Amy already knows you and your your brain starts doing this what who's Amy Smith who's Amy Smith where did I meet her you know you would never say who is this because because they use a familiar tone but if I said hi John

it's James Miller with XYZ company and you keep talking you sound like a salesperson or a monotone robot here I'm using that familiar tone and notice these three periods here this very Nuance what I'm going to show you but will definitely help you sell a lot more that's what's called a verbal pause okay so verbal pause helps slow down your your questions and your statements that actually trigger their brain to have to pay attention to you more the faster you talk to a prospect especially the beginning of a conversation when they don't know you the

more you sound like a what salesperson trying to sell them something because that's what they're used to from everybody that's ever try to sell them right you try to spit out as much information you can so you can hope and pray they're going to listen to it okay you don't want to sound like that yeah it's James J James Miller with XYZ company you asked us to call you back now why did I say that why would I say you asked us to call you back because if they put in their name email phone number

and hit submit they're asking you to call them back they're raising their hand basically saying help me I think I have some type of problem otherwise they never would have responded to that they would have never put in their information would we be right okay now so I'm ask I'm actually doing this this is causing their brain to stay honed in with me it triggers curiosity yeah you asked us to call you back it looks like you responded to the ad I think it was this morning on YouTube about about now let's say if I

sold uh let's say if I sold for a marketing agency and I'm selling like higher quality leads you asked us to you responded to the this morning on YouTube about getting like a higher quality lead so you could grow the business right so if I sold leads or marketing agency the end result of that was to grow the business that's why they buy leads they're not just buying leads let's say if I sold solar okay which is huge industry R training uh you responded to the ad this morning on YouTube about maybe locking in your

rate and lowering your bill right see that's the end result of solar let's say if I sold Financial Service responded to that this morning on YouTube about maybe getting a higher rate of return so you could retire earlier right see I'm selling the end result I'm talking about the end result you with me on that so imagine what you sell what would be the end result of what you sell not just the thing you sell that's the difference okay let me give you another example so let's say if I sold business Consulting the end result

would be maybe putting an operational system so they could scale the business responded to the ad this morning on YouTube about maybe looking at some possible help with putting in operational systems to really grow the business right so I'm ending with that question right and what did I do before that operational systems so that you can scale the business because if I'm selling business Consulting what's the end result scale grow the business more profitably that's the end result not the Consulting itself that's what I'm doing now I'm going to show you why this is so

important to you okay why do I do this because I want to get them into results based thinking from the very beginning because if I asked you what's the number one thing you think about when any salesperson starts talking to you what's the number one thing that goes through your mind do you got it how much is this going to what cost how much is going to cost what's the price that's what you start to think it doesn't matter if it's an inbound conversation with the salesperson on the doors in a company setting at a

home on a phone you're thinking how much is this going to cost would be right that's one of the things that your prospects are thinking now I'm going to show you something hang with me because I'm going to show you how to make this more industry specific in a second now as a psychologist uh when I was in school okay the way that we were taught to view patients which would be like a prospect and I'm going to show you to view this very easily is that every human being you talk to every Prospect has

frames okay and that is their way of thinking so every person you know uh based on where you grew up who raised you maybe the church you went to who was around you maybe who you followed on social media if you're younger influen you and your way of thinking that way of thinking is called a frame okay with a patient this comes actually from Sigman Freud a long time ago so every Prospect you talk to has a way of thinking now every Prospect thinks what the beginning how much is it going to cost how much

is the price so what you have to do which I'm I'm going to help you show in a minute is take them out of that frame or out of that way of thinking that is called a deframe I'm going to show you that in a second so you're going to take them out of that way of thinking price or cost based thinking okay I'm going to Def I'm def framing them and then I'm going to reframe them that's the process into a new frame or a new way of thinking so how do I in this

example let's say this Frame cost or Price how much is going to cost me I want to take them out of this way of thinking deframe them and reframe them into a new way of thinking which is results based thinking where now I take their mind off the price or cost into the result and the reason why they responded to the ad in the first place are you getting what I'm dropping down for you type in yes or no in the comments if that just made sense type in yes or no in the comments so

I can see when I come back and watch this video with my team if this is making sense to you okay now now this would be my second can't spell today connection question okay hey for you spelling be Nazis out there are you gonna make fun of me okay I'm just I'm just making sure right okay just making sure it's okay sometimes I spell things a little bit wrong when I write it out fast maybe I'll hire you guys to come here and write this out okay all right so here here would be the second

question hey so when you saw the ad where we were going over X and Y and Z what was it that they were talking about that caused you to you know W to want to look into this further okay now what did I do here so when you saw the ad this is somebody who responded to an ad if they filled out some type of form it could be we would tweak this a little bit okay I'll do that in probably a different training video hey so when you went through the ad where they were

going over X and Y and Z what was it that they were talking about that caused you to you know want to want to look into this further C how and be neutral that caused you to want to look into this further some of us have been taught to go assumptive here like what was it about the ad that really caused you to want to talk to me it's a little bit too much too early because how much trust or credibility do you have in the first one minute of a conversation hardly any right I

have to build that trust so I first have to get them to let their guard down okay so I'm going to be more neutral here with what I'm saying I'm going to use more neutral languaging like cause you to you know want to want to look into this further nobody's ever going to say well I'm not looking into this further nobody's ever going to say that okay oh that was weird it's a good pattern errupt did somebody do that here we should keep this on that video that was crazy I love that okay did you

like that as well okay now why do we do that because it puts the focus on them takes it off you connection questions are there to take them out of cost or price based thinking remember the frame okay and I'm going to get them into results based thinking the new frame okay and they're there to help disarm the prospect to get them to let their guard down now actually I want to ask you right here how many of you get to a point sometimes where you ask questions in the beginning and the prospect seems guarded

like they give you yes or no like they give you vague generalized surface level answers how many of you have seen that okay look and also a lot of you ask um how do I tie this into my industry so if you have questions on this I'm going to have you let's just have you text me here actually let me put this screen here so text me at 48637 2944 okay that's the easiest way to get a hold of me if you have questions about how do I do this for my industry Jeremy because what

you just showed me is kind of generic so text me right there and we will get back to you on that okay all right now let's come over here third connection question okay yeah in the first part of this call it's it well okay so let's say you you go through this and like well I like this and I'm I'm looking at this and they're going to start to tell you some information that you store up here so you know where to go with the conversation okay the third connection question yeah the first part of

this call it it's pretty basic it's really more for us to find out kind of what you're using now for blank and the results you're getting from that compared to maybe where you're wanting those to be to kind of see what that Gap looks like and then towards the end of the call if you feel like hey this might be what you're looking for you know we can talk about uh possible next steps would that help you now this is what we call a status frame okay if you have questions about how to do status

frames to raise your status and your prospect's brain just text me here uh typically I lock myself into the conference room with about three sales trainers about an hour a day and we just respond to uh your questions when you text us on that number okay uh sometimes on the weekends too but yeah just text okay now right here let me show you what I just did you want me to show you okay the first part of this call is basic now why would I downplay it why not say this call is going to be

really exciting I'm going to show you because what are they used to most sales people doing being really really enthusiastic now I don't want to be down here and all the way boring either I don't want to be timid but I don't want to be too enthusiastic I need to be more in the middle like an expert is Right Collective confident Cal that's how experts are they're not way too excited because they don't need your business they've got tons of business because why they solve a lot of problems they're the best at what they do

okay but they're also not timid that's a big difference they're not boring they're right in the middle okay now more about what you're doing now look at my hand movements here now especially if they can see me the hand movements are very very important because I'm going to visually create a gap in their mind even if you're on the phone and they can't see you're still going to use your hand move bits because your body language affects your what your tonality right if you're sitting here like this in a chair and you're not not even

moving at all and your face is the same boring like monotone face equals a monotone tone your facial expressions are the remote control to your toneal it write that down that's very important to you okay more about what you're doing now for blank and kind of the results you're being look at where I see and the results you've been getting from that now depending on what you sell we would tweak this obviously this is this Frame would had to be tweaked if I sold cyber security to Banks compared to if I was selling health insurance

to a consumer wouldn't make any sense okay about the results you're getting from BL look at where I'm results you're getting from blank compared to maybe where you're wanting those to be look how I've made that Gap to see what that Gap looks like see what I'm doing there and then towards the end of the call if you feel like hey this might be what you're looking for notice I'm still neutral here it might be what you're looking for we can talk about possible next steps now why am I still neutral here remember the first

two minutes of the conversation how much trust or credibility do I have not that much I am going to have more trust and credibility as I get further in this conversation and build a gap from where they are to where they want to be but I want to be more neutral here because a lot of us get too assumptive here and towards the end of the call if you feel like hey this is what you're looking for I'll show you how to get started fair enough and then what happens a lot with a type personalities

oh well I'm just still kind of looking just gathering information I'm not ready to make a move yet and what just happened you just triggered their guard up like the resistance just came up up and now you got to break it down when you use neutral language in here at the beginning might be or possible next steps nobody's ever going to say no we cannot talk about possible next steps it just it's neutral right see what we're doing there now the last connection question I want to use and I wouldn't use this on all Industries

there are some differences with the tweaks and just so I understand what were you hoping could possibly what were you hoping Could Happen by possibly working with this now notice how I'm putting that back on them what were you and just so I understand what were you hoping could possibly happen by working with us what were you hoping Could Happen by possibly working with us notice I'm still neutral possibly working with us nobody will ever object to that because I'm neutral I put the neutral word right before working with us but notice I put what

were you hoping Could Happen remember how I talked about most salese qualify to the prospect but the prect ECT is the one that has the problems so I'm showing you how to flip that script where you start to reframe their way of thinking where now the prospect here is starting to come your way and qualifying to you because now they're going to start telling you what they're hoping would happen Okay hoping what would happen well I'm hoping that we can get more leads I'm hoping that you know I can increase my coverage I'm hoping that

you know I can reduce my rate hikes from last year I'm hoping that you know I can get a better vehicle that gets better bass mileage depending on what you sell okay now uh all right so if you have questions because I know a lot of you typically will have questions in the comments because I read these comments actually so I want you to put in the comments what you got from this uh video and also what you would like to see me train on next so I can actually make uh some B some content

around that now if you have questions about Jeremy how do I make this industry specific for what I sell the easiest way to get a hold of me is just to text me on myself so 480 637 2944 and you can ask me any question like I said I locked myself uh in a room a conference room right over here in this uh Suite next to me with about two or three sales trainers about an hour hour and a half a day and we quite literally answer hundreds of questions when you text this number so

go ahead and text me and also make sure you subscribe to this Channel and you get notified I typically will release about two trending videos a week here that way you get notified hope that helped you today and remember I started seventh level here to change the way sales is perceived in society one salesperson one coming time hope that helped you and I'll see you if you text me take care