Opening
This is the first step in a cold call where you introduce yourself and your company.
What is the introduction?
This stage of the sales process focuses on learning about the customer’s needs.
What is discovery?
This is any concern or hesitation a prospect raises during a call.
What is an objection?
This is the final step of a cold call where you ask for a next step.
What is closing?
The prospect says, “We already have someone for that.”
What is your response?
Acknowledging and asking a follow-up, such as:
“That makes sense, can I ask what you like most about your current provider?”
This short statement explains why you are calling and should grab the prospect’s attention.
What is a reason for calling (or opening statement)?
These types of questions encourage the prospect to give detailed answers.
What are open-ended questions?
This acronym helps guide how to respond to objections: Listen, Acknowledge, Assess, Respond, Confirm.
What is LAARC?
This type of close gives the prospect two options to move forward.
What is an alternative choice close?
You emailed a prospect but never got a response.
How should you respond?
Following up professionally, such as:
“I wanted to follow up on the email I sent earlier this week, just checking if you had a chance to review it.”
This approach to opening a call includes mentioning a mutual contact to build trust.
What is a referral approach?
This questioning method includes Situation, Problem, Implication, and Need-payoff.
What is SPIN Selling?
This type of objection occurs when a prospect says, “It’s too expensive.”
What is a price objection?
This close summarizes key points before asking for commitment.
What is a summary close?
You’re reaching out to a prospect for the first time. What’s an effective opening line that builds relevance instead of sounding generic?
“Hey [Name], I work with companies similar to yours to help with [specific problem]. Curious how you’re currently handling that today?”
This part of the opening focuses on explaining how your product or service benefits the prospect.
What is a value statement?
This type of question is used to confirm understanding and usually has a yes/no answer.
What is a closed-ended question?
This objection often sounds like “I don’t have time right now.”
What is a time objection?
This closing technique directly asks for the meeting or next step.
What is a direct close?
What’s a good follow-up question after a prospect mentions a problem?
“How is that impacting your team or results today?”
This mistake in openings often causes prospects to hang up—talking too much instead of doing this.
What is engaging the prospect (or asking questions early)?
This mistake in discovery happens when the salesperson talks more than the prospect.
What is poor listening (or lack of active listening)?
This technique involves calmly asking follow-up questions after an objection instead of arguing.
What is handling objections effectively (or probing)?
This mistake in closing happens when the salesperson ends the call without asking for anything.
What is failing to ask for the next step?
Give an open-ended closing question that brings in stakeholders.
“Who else would you want involved in this decision?”