Cold Calling
This is the best time for a cold call.
When is NEVER!
"I'm really busy right now."
Totally understand, Can I ask one question to see if it's worth a follow up?
(Other Examples will be fine as long as we try to overcome it.)
This aspect of BEDIC is likely the person you're speaking with.
What is the Champion?
Without a business problem, it leads to this type of meeting.
I know I wouldn't take this meeting!
What is a Zero Value meeting?
(No value is fine)
What's Emburse?
Open-Ended - Do an intro!
This type of opener has an 11% higher chance at successfully starting a Cold conversation.
What is a Permission Based Opener (PBO)?
"Not a priority right now."
No problem, I did call out of the blue. What are your current priorities?
By being this adjective, it will help have meaningful conversations while digging deeper.
What is Curious?
By creating this, it helps SDRs overcome indecision, highlight the cost of inaction, and drive the sales process forward.
What is urgency?
What is the Internet?
This skill is about fully focusing, understanding, and responding to a prospects words, tone, and emotion during a conversation.
What is Active Listening?
"Can you send me an email?"
I definitely can, what specifically would be relevant for you?
+
Setting a follow up time/date.
This is an aspect of BEDIC that motivates the prospect to make a change.
What is Identified Pain?
Pain/Pain Points also acceptable.
When the prospect is actively participating in your conversation with little to minimal effort, it may be a good time to do this.
What is book a meeting?
In Switzerland, it is illegal to own only one of these.
What is Guinea Pig?
A clear and concise statement explaining who we are and what we're calling about.
What is a Value Proposition?
"We're using Concur right now."
Oh! I'm very familiar with Concur...*StoryTelling*, into a question.
OR
What are you using Concur for?
BEDIC helps SDRs to do the following (3 Potential Answers).
Uncover Real Intent and Buying Signals
Qualify Without Assumptions
Have a Guide, Not Script
These are the two pieces for creating urgency.
What is Consequence and Impact?
Sea Otters do this when they sleep so they don't float away.
What is Hold Hands?
(They also kidnap each others babies for ransom)
If a prospect has a familiar scenario you've experienced previously, you may want to use this skill to sway the prospect or overcome their objection.
What is Storytelling?
"We're OK." or "Not Interested"
Is that because you have a solution or just isn't a top priority?
(Could touch on timing, relevancy, etc.)
While this isn't one of the letters of BEDIC, it's still considered a core aspect. If you're able to gather this information, you likely increase your chances of getting your pre-opp moved to Accepted.
What is THE WHY?
When closing on a cold call, the expectation is that you gather at least this amount of BEDIC.
(Brownie Points for what specific ones you should gather)
What is 40%?
Brownie Points - Business Case, Identified Pain, Champion.
When the "Bear" is angry, you better avoid this!
What is the BEAR CHARGE?