The REAL Reason Most People SUCK at Cold Calling...

do you know why so many salespeople suck

at cold calling and say it's dead

because they're using what we call the

numbers game strategy come over here I'm

going to show you exactly why and

exactly how to get much better at cold

calling than you are right now here's

the numbers game strategy right you

always hear that in cold call just got

to call the numbers just get more Nos

and you'll eventually get a yes imagine

Steph Curry in the NBA saying basketball

is just a numbers game shoot as many

threes as you can eventually you're

going to hit one out of 30 well Steph

had that mindset he would have never

made it on his varsity basketball team

let alone be an NBA Hall of Famer Steph

knows it's a Skills game so I'm going to

show you skills but I'm going to first

show you why you're having problems all

right now most salese use some type of

cold calling approach that sounds like

this or some type of offshoot of this

it's one or two things hi is this John

hey John it's Jeremy Miller with XYZ

company listen the reason why I'm

calling you is and then you go over why

you're calling now what do n

99% of prospects do at that point oh uh

yeah I really appreciate it but we're

not interested uh we already have

somebody for that oh oh now we're good I

I appreciate it click okay you're

triggering fighter flat mode and I'm

going to show you why that happens now

the second way some people have been

told how to cold call something like

this some form like this this works a

little bit better than this old school

approach it's been around since like the

1950s okay but this works a little bit

better but still didn't play the number

game hi is John there John hey it's

James Miller now hey full disclosure

this is a sales call it's a cold call uh

if I could just go over a few things

that we're doing you know within one or

two minutes and then you can tell me if

you're interested if you're not I'll

just hang up fair enough now that works

a little bit better but a lot of

prospects most of them will still say

hey not interested we already have

somebody for that right after you get to

that next point or they might say yeah

fair enough and then after about 30 more

seconds like oh not interested we're

already good we already have somebody

for that so this doesn't work that well

either okay now why do those two

techniques not work because you are

triggering especially with your tonality

look I know it's it's not your fault

okay you you were trained how to cold

call that way not your fault but it is

your what it is your problem okay and

that's what I'm going to help you fix

here so what you're triggering is called

Fireflight mode so anytime the prospect

says quickly not interested we're good

we already have somebody for that that

is a knee-jerk reaction based on

defensive mechanisms in the brain so as

a society because we're already always

marketed to and sold to all the time we

have built up defensive mechanisms in

our survival part of the brain most

people call that your reptilian part of

your brain or other other names out

there okay so anytime you sound like a

salesperson so if your tone is monotone

like a telemarketer reading from a

script or you're way too excited I don't

mean be boring there's a middle ground

like an expert you're right in the

middle you're triggering those defensive

mechanisms where you literally sound

like every salesperson that's ever cold

called them ever ever knocked on their

door ever called them on the phone ever

tried to sell them anything you sound

like them so they instantly try to get

rid of you okay that's because like I

said your tone makes you sound like

everybody else and then they throw out

objections okay now there's a lot more I

could go into there but I'm going to

save that for another training all right

now here's the skills game

approach I want to trigger

curiosity in the prospect's mind which

causes them to want engage I wanted to

use what we call a pattern interrupt now

for every industry we train this we

train 161 different Industries and all

the subcategories of all those

Industries which would include your

industry watching me here according to

Forbes Magazine there's quite literally

only 163 Industries on the planet and

there's subcategories of each one we are

in all of this we only two industries we

don't like salt Mining and something

else that nobody even knows what is okay

so I want to have a pattern interrupt I

want to interrupt their patterns because

if I'm like hi my name is I'm with XYZ

company the reason why I called is

that's the pattern they're already used

to they're already used to that script

they know what that is instantly they're

triggered when I pen interrupt I'm going

to show you three or four different

industry specific examples in the

formula to do it for your industry I

throw them off they don't their brain

doesn't know what's going on so it

automat aut atically causes them to be

curious it causes curiosity it triggers

curiosity in their mind that's what you

probably want and I also want to use

right when I co- call what we call a

familiar tone where they feel like they

already know you okay you ever get a

call from somebody like hey John it's

it's Amy Amy Smith how are you doing and

you're like I'm I'm doing good how are

you and you just go with it for the

first 30 45 seconds trying to figure out

like who's Amy Smith who's Amy Smith I

did did I go on a date with her did I go

to networking event with her maybe she's

at my church like you don't know but

they sound so familiar because their

tone that you sound it be it would be

too rude for you to say who is this you

just wouldn't do it because your tone is

a familiar tone so I'm going to show you

some examples on how to use a familiar

tone with what you sell and then I'm

also going to show you how to use what

we call a confused tone now let me

specify I don't mean confused tone like

you're 96 years old and you have

dementia and you're confused like you

don't know what's going on or like

you're in your presentation like oh I

don't know how it works that's not what

I mean a confused tone is like when you

walk into some like I I'm not sure I

understand like where should I actually

be going over here and people come to

your rescue because you sound confused

like you need a little bit of help so

I'm going to show you in certain context

at the beginning really only the

beginning of a coold call how to use a

confused tone to trigger more curiosity

I bet you're curious about what the h

dou l i mean by this right now if you

are now what I want you to do is comment

in the comment section right now your

biggest struggles with C call and so

while you're watching this video go down

to the comments and make a comment about

your biggest struggles right now when

you C call because I'm going to read

those after to make some more training

content around that to help you okay now

this is a generic example of we what we

call an any PQ problem statement instead

of focusing on the reason why I'm

calling you is and going into your

solution ution and all the benefits and

features which goes in one year out the

other prospects I want to focus on one

or two problems that I know anybody that

answers that phone depending on the

industry I'm calling or the company

would know about because it triggers

curiosity okay now what I'm also going

to do is in every industry and like I

said we train out of the 163 Industries

on the planet in subcategories we're in

161 of those I'm going to go out and

Limb and say that we already train your

industry and in every industry that Cole

calls we have developed what we call

pattern erupts by having them say