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Name one reason why cold calling is important?
Immediate feedback; Lead generation; Cost effective; Harder to ignore; Human to human interaction.
What is the end goal of making a cold call?
To book a demo!
What is the first step of every cold call.
Doing your research!
Name one resource for doing pre-call research.
ZoomInfo; LinkedIn; Company Website; CRM.
Why is it important to say your name and introduce yourself?
Because if you don’t they’re going to ask, AND it helps command respect.
What classic sales movie is this line from:
“A small man can be just as exhausted as a great man.”
Death of a Salesman (1985)
What classic sales move is this line from:
"Put that coffee down!! Coffee's for closers only."
Glengarry Glen Ross (1992)
What classic sales movie is this line from:
"Rod Tidwell: Show me the money!"
Jerry Maguire (1996)
What classic sales movie is this line from:
"There are only two tragedies in life. One is not getting what you want, the other is getting it."
Lord of War (2005)
What classic sales movie is this line from:
"This part of my life... this little part... is called 'Happiness'."
Pursuit of Happyness (2006)
Why is it important to know exactly who you’re calling?
Minimize failure & reduce the appearance of fishing.
Why is it important to identify where we’re calling from?
Because the prospect is going to ask, if we don’t tell them upfront. We want to Maintain control!
What’s an example of a mediocre opening line?
“Did I catch you at a bad time?”
"How are you doing today?"
"Do you have a moment?"
Part III of how to open a cold call
“The reason for my call today…”
Name the three components of a strong cold call opening.
1. Introduction
2. Opening
3. Reason
The plot of this movie is loosely inspired in the life of Jordan Belfort, whose biography was later depicted by Martin Scorsese in The Wolf of Wall Street (2013).
Boiler Room (2000)
Starring Michael Keaton as businessman Ray Kroc, this film portrays the story of his creation of the McDonald's fast-food restaurant chain.
The Founder (2016)
This film is based on Michael Lewis's 2003 nonfiction book of the same name, an account of the Oakland Athletics baseball team's 2002 season.
Moneyball (2011)
This American biographical black comedy crime film recounts Jordan Belfort's perspective on his career as a stockbroker in New York City and his firm, Stratton Oakmont.
Wolf of Wall Street (2013)
This film stars Robin Williams, Jerry Stiller and Joseph Wiseman, and begins with Tommy Wilhelm (Robin Williams) losing his job as a traveling salesman of children's furniture.
Seize the Day (1986)