[Music] now in this video you're going to learn how to effectively cold-call in the new economy and how you can win the gatekeeper over to your side and have them be open to getting you to the decision-maker so the question is why do salespeople avoid cold calling more than anything else in selling well it's because we all have the fear of getting rejected right so according to the traditional selling mindset when we place that call what is your expectation or your agenda well it's to make an appointment and to make a sale but what is
a problem with the traditional approach well it's all about you and your own agenda of wanting to make the sale now I hadn't I know I understand that your intentions are good and that you you want to help you want to help your potential customers but I would suggest you that if you're directing all of your energy on the call to focus on making the sale do you think the person you're talking to can fill that ask yourself do you feel that way when a salesperson calls you and is trying to make the sale on
you how many other calls from salespeople do you think your potential customers get on a weekly even daily basis sales people call them daily pitching their products their services as the best so our potential customers have become oversensitive when the phone rings and it's someone they don't know your potential customers are all automatically skeptical about who's calling so you sound just like every other salesperson that calls them on a daily basis you just don't stand out and then what happens well they reject you and they turn you down this is what you go up against
every day when you're a cold calling so the question is is there an alternative is there a new model they can actually get the gatekeeper on your side and have them get you to the decision maker now let's take a look at the shocking difference between a traditional cold call and a seven-figure salesperson called call let me know your thoughts on how effective they are now here's an average salesperson Coco I'm going to show you the script usually something that starts out with hi my name is I'm with XYZ company and we do well this
only offers their solution doesn't really focus on whether there's a sale to be made in the first place there's no trust and that equals no sale this approach is what 99.9% of all sales people are trying to do by traditional selling techniques the old introduce yourself tell them what company you're from and then tell them a few benefits to your solution to build value the only problem is in the post trust era with trust at its lowest point in the history of the world this simply no longer works ask yourself what usually happens when you
call your prospects with this approach what comes out of their mouth when you say these three opening lines hi my name is I'm with we do oh here's what comes out of their minds well we already have that or we just don't need that or oh well mister Johnson is not in today you'll you'll have to call back maybe next week or or next month or next year or you know we don't really want that or you know we don't need or we already have that or we just can't afford it with our budget when
you place a call and hear the other person say hello you're just gonna reply in a very relaxed conversational tone of voice let's look at the script hi this is Jeremy I was I was wondering if you could possibly help me out for a moment now remember there's absolutely no trust between the two yet so it's very important for you to sound and in your mind be low-key and relaxed otherwise you will automatically trigger sales pressure which almost always leads to what - you getting rejected or objections - on your face after you say maybe
you could help me out for a moment the person you called will almost always say sure how can I help you we all know this when somebody ask us for help what do we almost always do we almost always offered as this is just a normal humor in interaction this simple exchange has helped you to create a two-way dialogue with a potential client that you've just called you're not like all the other salesperson who call with their can phrases like hi my name is I am with and we do now once he asked you how
they can help you then you're going to go into what I call your problem statement that leads into how what you do helps other people I'm gonna give you an example let's talk about it maybe a salesperson who sells advertising or sell leads just kind of thrown off the top of my head you would list here one or two problems that your clients have that your solution solves just generalize problems that they would know about now you won't talk about your solutions yet only ask them to see if they have problems and if they do
finding out if you can actually help them now after they say how can I help you you would then say let's go to the script well I'm not sure you you could yet but I was calling to see if you would be open to looking at possible hidden gaps in your advertising that might be causing you to lose sales let's say if you sold advertising solutions now we would probably get more specific about what your clients problems are than this if you sold advertising this is just off the top of my head but do you
think they might be interested in not losing sales most of the time they will reach with something like this so say something like this now okay now who is this or or what does your company do exactly or some type of question for them about what you do you would then respond with how what you do helps other people and let's go back to the script well you know how a lot of businesses nowadays are you know finding it harder to advertise with the increasing cost of ads and so many competitors to compete with and
all that really the changes that go on in the advertising market all the time well what we do is we help businesses lower their cost of advertising by targeting higher quality leads so they can start keeping more of their profits rather than keep losing at an advertising cost and you know before I go into who we are and what we do and all that kind of you know boring stuff it it might be appropriate if we knew a little bit more about your company and what you do for advertising now to see if we could
even help you for example what forms of advertising do you do now to generate your leads all right now notice the difference in these two approaches the traditional selling approach focuses on who well it focuses on you the salesperson in you making the sale right the seven-figure salesperson approach focuses on who well it focuses on the person you're talking to and what their problems are that they might have and what's causing those problems and most importantly how it's affecting them to see if you can help them which approach do you think makes a potential customer
more relaxed and comfortable the one that only focuses on the salesperson making the sale or the one that's focused on the potential customer and solving their problems after all who do you think your potential customers care more about you and you making the sale for them and what they're looking for I think you probably know the answer this is what a seven-figure salesperson ask the gatekeeper on a cold call so I want to thank you for watching this video about how to effectively cold call in the new economy so that you can win the gatekeeper
over to your side and have them be open to getting you to the decision maker now the next video you're gonna learn how to call your leads and automatically connect with them at hello rather than them rejecting you and hanging up the phone [Music]
