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Cold Calling 101: 13 Steps to Cold Calls That Work!

Cold Calling 101: 13 Steps to Cold Calls That Work!


Do you struggle to make your cold calls feel like they’re really
a good use of your time? I cannot tell you how many
salespeople tell me that, you know what, cold calling
is just a waste of time, it doesn’t work anymore,
there’s no way to make it work. But you know what? It actually can work well. And what I think you’re
going to see is that it works even better in conjunction
with some other strategies. But sometimes we just need to start from the beginning to get it right. In this video, I’m going
to show you 13 steps to cold calls that work. Check it out. Number one. They can’t hurt you. This point can’t be emphasized enough. I find that so many of
us, including myself when I first started making cold calls. I’d get so scared, so nervous
about potential rejection that we really hold back when
it comes to taking risks, and to implementing
strategies that we know are really likely to work. But we’re really afraid to
just put ourselves out there. And it’s so important to
understand that there is nothing to that a prospect can
do to actually hurt you. Quite frankly, there’s
nothing that could do, they can’t even really report you. Yes, I’m sure in some
countries, there is a potential that you could possibly get reported. But the reality is, is
that the risk is so low, it is so minimal that
we need to keep in mind, there’s nothing that they can do. I cannot tell you the number of times, when I finally really
started to get into a groove with cold calling. And I would find that, let’s say, a particular call is
just going to nowhere. It was just going to total crap. And what I would do is, I
would start to get playful. I would start to take more risks, as opposed to getting more nervous. And as a result, a lot of those cold calls would actually get put back onto track. Knowing that they can’t
hurt you is going to really make you so much
stronger than ever before. Number two. Make it a game. Cold calling is about numbers. It is about being able to push through that potential rejection,
until you’re ultimately getting through to someone who is the right fit, who’s ultimately willing to
have any type of a conversation, and is going to lead to
a potential next step. The reason that most people
hate making cold calls is that, with, let’s say, a one or
two percent success rate, that means that in order
to get one successful scheduled meeting, you’re
probably going to have to make 99 calls that go nowhere. And so the more we can make the process of making these calls a game, having fun, being playful about it, the
more likely we are to actually get through those 99 calls
that are ultimately going to go nowhere, no matter how good
you are at making calls. So make it a game. If you start to see a call
going just completely downhill, be willing to take a risk, to get playful, to try something totally new. If they’re being really rude,
maybe step up your game and be a little bit tougher. Whatever it is, be willing to
be playful, to make it a game. It’s a sport, not something
that has any threat to your life or to your safety. Make it a game. Number three. Be willing to take risks. Now, we’ve already gone
through some of these ideas, but we cannot talk about this enough. When you’re taking risks
during those cold calls, you’re going to have a much
higher likelihood of success. For two reasons. One is, that when a call,
let’s say is, going off track. And you need to step in with a contingency that’s pretty gutsy,
we are now, as a result of taking that risk, more
likely to get the call back on track than we were before. So taking that risk actually
can help those calls. But two, being willing to take
risks also makes the process of cold calling that much less painful. When you’re willing to
take a risk and let’s say, potentially screw up an opportunity, you’re not going to live with
that constant discomfort. The reason that most people,
forget your salespeople, people in the world, are
unwilling, at all cost, to make a cold call is
because they’re so afraid of messing something up. When you’re not afraid
of making that mistake, is when good things happen. And you need to be able to
just get through the numbers. You’ve gotta be able
to make those 100 calls to get that one meeting. So, in the process, you’ve
gotta be willing to take risks. You’ve got to be willing to
deal with the consequence of a call going wrong. And you know what? It’s not that big a deal. It doesn’t matter. If you completely screw
it up, it doesn’t matter. I remember one of my first
successful cold calls was with a really high up,
at a major well known brand. Someone who was the head of marketing, essentially for a Fortune 500 company. And I remember being so nervous. But I also remember thinking
that, you know what, I really have nothing to lose. I’ve gained nothing at this point, so if I’m willing to take risks, I’m much more likely to be successful. And as a result of that
mindset, I was able to schedule that meeting which ultimately
turned into a sale. But you know what, if at
any point along the way, that had gone south and it
didn’t turn into something, so what? Like one of my mentors used to always say. Some will, some won’t, so what, next. Number four. Warm it up as much as possible. Now, this might not actually
be what you think it means. I don’t mean get warmed up for the call or get psyched or get into
a good positive energy. In fact, no, the opposite. I think, you just, in order
to start making cold calls, start to making dials, you
just pick up the phone. You don’t think about it, you just do it. But what I mean by warm
it up as much as possible, is warm up the interaction
as much as possible. By making sure that by the time
you actually get this person onto the phone and they know who you are. And that usually includes
incorporating the cold call within a prospecting campaign. Make it a full process whereby
you’re making 20 touches over the course of, let’s
say a couple of months. So that way, by the time
you actually get the person on the phone, they’re much
more likely to be receptive. That means sending them
emails, sending letter, stopping by their office,
doing whatever you have to do to get in front of their face,
so that way, by the time that you actually get them on the
phone, they know who you are. In fact, a lot of recent data shows that most salespeople are
giving up on the first or second attempt when contacting a prospect. But most of the attempts
that actually get through happen on the sixth or
even seventh attempt. In between that, there are going
to be a number of contacts. Be sure to warm up that cold
call as much as possible so that way, it’s not
actually a real cold call by the time you get them on the phone. Number five. Script out the entire call. Now, there’s not many
pieces of advice that I give that gets more pushback than this idea. I get so many salespeople
say, oh I don’t like to use a script, then I’m
gonna sound scripted. And my response always is the same. What’s your favorite TV show,
or what’s your favorite movie of all time? Now, think about what
that is, in your head. Now, do you think when they
shot that movie or that TV show, do you think they didn’t have a script? No, of course they had script. They practiced the script so
that, by time they actually went to film it, it looks
totally and completely natural. You had no idea that
what you were watching, when you’re watching, your
brain is not thinking, oh this looks very scripted. The reason that it’s a great
movie or a great TV show is that in fact it doesn’t look scripted. But it’s very tightly scripted. And the same things goes
for an effective cold call. You want to make sure that your
entire call is scripted out. And what you’re going to
find is that by doing that, your calls going to be so much tighter than it ever was before. Just going willy nilly and off the cuff is going to get you into a lot of trouble. You’re gonna go into diversions,
you’re gonna go this way, you’re gonna go that way. What we want to do is make sure that we’re focusing completely
on that prospect. And we’re not using any wasted verbiage. What I find is that, when
salespeople make calls that are not scripted, they
just go all over the place and the call takes forever and the prospect is completely uninterested and
all they really wanna do is get off the phone. Script out that entire call. Number six. Know your first seven seconds cold. Now, this may sound obvious
or even trite to some people. But what I find is that
we don’t often think about how we’re initially
introducing ourselves to prospects. And by knowing your first
seven seconds, inside and out, you’re going to be so much more likely to get to that next step. Now the way cold calls work,
always has, always will, is that, the first seven
seconds are buying you the next 25 seconds. So what you wanna do is,
use that first seven seconds to catch the person off guard, like oh, so that way, you’re gonna
get another 25 or so seconds. And then throughout the entire call, you’re always fighting for
that next 25 or so seconds. But none of those additional
seconds later on happen without having first that
strong first seven seconds. So know exactly what you’re going to say in that first seven seconds. What we wanna be doing
is, we wanna be using what are called, pattern
interrupts to catch the person off guard, so that way,
they’re like, oh okay, you know, maybe I should
talk to this person. Do I know this person, do
I not know this person? Should I be polite,
should I be rude, right? We need to catch them in a
place where they’re thinking, oh, okay, yeah, I’ll give
this person 25 seconds. And so there are a couple
of lines that tend to, the data shows, be most effective. And one of those lines is,
something that sounds like this. Hey George, Mark Wayshak calling. How have you been? Now notice what that line said. It’s not how are you doing. It’s saying how have you been. Now what you’re doing is,
you’re catching them off guard in a way where they’re saying,
uh, do I know this person? Do I not? It’s not a trick. But what you’re doing is,
you’re using the script in a way that actually, the data shows
is about six times more likely to get you that next 25
seconds than had you not used that types of a line. Know the first seven seconds cold. Number seven. The more you talk about
you, the worse you do. In fact, the data shows
time and time again, that salespeople that are going on and on about their own company
or about themselves are going to do significantly worse. The more you’re talking about yourself, spending time introducing
yourself, talking all about how great you or your company is,
the worse you’re going to do. And by a factor of many times. What you wanna do is, you
wanna get through that initial introductory part
really quickly and you wanna get in to the purpose of your call. The purpose of my call
is and get right into it. So don’t spend time, you know, lots of sentences talking
about your company and your story and all that stuff. That’s junk, no one cares about that. Remember the prospect
doesn’t care about you, they care about themselves,
solving their challenges, accomplishing results. Get through that part about yourself and right into what they actually about. Number eight. Focus on the challenges you’re seeing. One of the best ways to engage prospects in a conversation during a
cold call is to really focus on the challenges that you’re
seeing in the marketplace. What this is going to
do is, really twofold. The first is that it shows that
you really have your finger on the pulse of what’s actually happening. You’re showing that you
have real expertise and you’re not talking about
yourself, you’re providing some real value about what
are those key challenges that maybe other people that
they know are dealing with. And then two, if you’re
talking about, or you mention a challenge that is going
to be something that they relate to, now you’re
more likely to engage them in a conversation. You’re more likely to get them talking. Again, the data shows
that the more you can get a prospect talking, telling their story, talking about their challenges, talking about what they
care about, the more likely you are to get that second meeting and ultimately close that sale. So focus on the challenges you’re seeing, using a line like this. You know George, right
now, I’m finding that a lot of companies in your marketplace are dealing with the following. Right and blah blah blah,
challenge one, challenge two, challenge three. Get right into it, focus
on those challenges that you’re seeing. Number nine. Engage them to start talking. This cannot be emphasized enough. The more the prospect
starts to really talk in a meaningful way,
the more likely they are to stay on the phone and
thus schedule a next step and thus turn into a sale. We’ve got to engage them
in a way to start talking. And what I find is that so
many salespeople are focused on pitching whatever it is that they sell, that they fail to really
engage that prospect in a two way dialogue. It becomes more of that
one way monologue or that pitch or that presentation. And in this call, it’s too early. What you wanna do is engage
them to start talking because once they’re talking, they’re in. And so let’s say for example, after you’ve talked about
some of those challenges, you wanna finish that little paragraph with something that sounds like, George, did any of these
challenges ring true to you? And what you’re doing
is, you’re inviting them into the conversation. And let’s say they say no. Then maybe you follow up with a question that says something like this. Okay, fair enough, sounds
like this conversation doesn’t even make much sense. Before I hang up, could I ask
you just one last question? And they’ll always say yes to that. And then this is the question,
it’s the last chance, it’s the hail Mary. But it might sound something like this. If there were one thing that
you could be doing better with, and fill in the black,
whatever it is that you, related to whatever you sell. If there’s one thing that you
could be doing better with, your sales, what would it be? Silence. Let them fill the space. Engage them to start talking. Now I use sales because that’s
what I would use on a call. But what is it for you? Is it marketing, operations,
food services, whatever. Get them talking. Number ten. Dig into what’s really going on. Now, this requires that
you’ve engaged them in the conversation, right? You’ve got them going. And now what a lot of
salespeople get wrong is as soon as they start to
get a challenge or two, they go right into pitch mode. Well, you are in the right
place, we have this awesome new service, this incredible
product that’s gonna solve everything for you. And by the way, it’s at a low price of just nine ninety nine. Whatever it is, they go
into pitch mode because they’re excited cuz they
feel like they’ve got a fish on the line. A great fisherman, when they
feel a pull on the line, they don’t just pull it out. What they actually do is, they
give a little bit more line to let the fish really bite onto the hook. That’s exactly what we’re doing here. When a prospect says
oh yeah, actually, well one of the challenges that
we’re dealing with is this. You don’t say, well I’ve got the solution. You say, tell me more. You go in, you dig in, you ask questions around those challenges to
really make sure that A, it’s a fit and B, that
they’re seeing the value of solving those challenges. And again, they’re feeling engaged and they feel like you understand them. Dig into what’s really going on. Number eleven. Get that next step locked in. This is really the most important part of closing out a call. Any kind of a prospecting call is that you are establishing a next step. I always ask salespeople,
what’s the purpose of a prospecting call or a cold call. And they always say, oh, to get a sale. No, that’s not true. Yes ultimately in the long
run, a successful cold call can lead to a sale. But really the goal of any cold call, is to get a clear next step. This means that we need to ensure that we lock that next step in. Whether it’s a face to face
meeting or a webinar or whatever it is that next
step is, be very defined and make sure you lock that in. Make sure that you have
a very clear next step with a calendar invite that goes out, with a accepted invite, with a date, with a time, all of that. So that way, we know exactly
what that next step is and we know who’s going to
be a part of that next step. Number twelve. Confirm the next step. Now I already gave this away a little bit but it’s so important. And it’s a technical next step but it’s really really critical. Which means that when you get
someone to agree to a meeting, while you’re on the phone with them, you send out that calendar invite. You make sure that it
gets into their inbox and that they accept the invite. So it’s something like this. Let’s say you’ve had a good conversation. Say George, can I make a recommendation? How about we set up a meeting
where I’ll come to your office and we can really dig more
deeply into this and I can share with you some best practices
on how many of our clients have solved these challenges before. Would that make some sense? And the prospect says,
sure, yeah, absolutely. You say, okay, great. So what would work for you? And then you go back and forth
and you nail down a time and a date and you say, okay,
great, are you in front of your computer or your phone, your smartphone by any chance? They say, yeah of course. You say, okay great. I’m gonna send you a
calendar invite right now. And just be sure that you
see that come through and so that way it’s in, we can
avoid any back and forth. Does that make sense? And they say, sure. Send out the invite,
get it locked in, get it into their calendar so that
way that step is very clear. Confirm that next step. Number thirteen. Don’t run away from the
phone after each call. Now, this is so important. Because like I started
this conversation with, ultimately, cold calling is about numbers, it is about making a lot of dials. And what the big difference
between effective people who make prospecting calls
and ineffective people, is that the effective
people, any time they get off the phone, they pick it right back up and get to the next call. Now there are a lot of services
that even do auto dialing so that way, the person
never, you never even have to hang up the phone, you never
even have to physically put down the phone or anything like that. We don’t have to go that
far but don’t run away from the call after each call. Get right back into the next. I have never seen people
who are great cold callers making only five cold calls at a time. The most effective cold callers
are making many many dials each and every single day. So that might mean, 20, 30, 40, 50 dials. Maybe a hundred dials in a day. And the only way you get
through that number of dials is that you don’ get away from
the phone after each call. Even when you have a successful call, use that momentum to go
right into the next call. Don’t run away from the
phone after each call. So there are 13 steps
to cold calls that work. I wanna hear from you. Which of these ideas did
you find most useful? Be sure to share below
in the comments section to get involved in the conversation. And if you enjoyed this
video, then I have an awesome free e-book on 25 tips to
crush your sales goals. Just click the image right
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100 thoughts on “Cold Calling 101: 13 Steps to Cold Calls That Work!

  1. Mark, nice dental work, but why aren't you original in your delivery? Why copy Anthony Robbins style? Why the bad haircut? I found your message very distracting because of this false presentation that you adopted. How about this, never use cold calling. Instead, if you have a successful product or service that people want or need, advertise it, with a google campaign, so they call you? If you cannot find merit in the product or service being advertised in this manner, than it's a worthless product/service that no one wants, and you're just shoving garbage down people's throats through manipulation and pressure. Cold calling is pathetic and I hang up routinely on salespeople I didn't ask or invite to call me. Google. It works, for legit business.

  2. Use that momentum to get right into the next call/sale. That hit. I often after making a sale chill for a bit, then try and make another. Thank you for the amount value this video brought to me. An object in motion stays in motion.

  3. Hello,
    I've been in cold calling for many years. I agree to the following:
    1. First impression 2. TALK to the prospect 3. Be on point 4. Follow the pitch 5.Get the prospect talking about himself 6. Number of calls 7. Get the next step confirmed

  4. Good tips. I especially like the one about having them use an appointment scheduler while on a call. That way, you can also capture their email address if you don't already have it, and maybe get their personal phone number too so you won't have to call their office again and go through gatekeepers again.

  5. There's nothing to report you for. With the cold calls I make, the business information is public record. 1 time to be a smart-aleck I even told them, they said take me off the list, and I said well there really is no list to take you off of. This is public information. I took them off the list anyway haha. Well my list anyway. Can't guarantee no one else will call them.

  6. I can't get into this mindset that there is nothing to lose. Hello? You can lose the possibility of gaining the sale. Compared to if you do the call correctly. Like I know it's all mind tricks to try and make you more confident but at the end of the day, there's a certain way you can do a conversation, to have a more favorable outcome, then another. And it's the fear of doing it the less favorable way, that makes us nervous. Not to mention just the fact that I wouldn't like somebody bugging me if I was a business owner. but then again it really pisses me off when people won't give me a chance. I'm not trying to sell them anything I'm just trying to get them to agree to have a conversation sometime so I can see if my company will be able to help them out. How can they say no to that question mark but they always do. How can they say they're not interested in when they have no idea what it is I'm even talking about.

  7. that's awesome that you said most success comes from the sixth or seventh call! I was worried you were only going to talk about making one call. I usually make seven or nine calls before I give up. And I'm trying to train a team to do the same as well but they don't believe me. They won't do what I say because they are just used to calling one time and moving on to the next. No. I have seen time and time again that I don't get a bite until the next month or two.

    Now what about this? Once I get some traction, each call results in small amounts of information and discussion. We don't usually get a quote right off the bat. He could be a month later until I get the right person to talk to in find out the information I need in order to get a quote put together. Some people say that means I'm bad at my job and I'm taking too long. What do you say? I think when you're dealing with small businesses, it just takes a while. Especially when it's prospects and not customers. It's people that you don't have a relationship whatsoever in any shape or form previously.

  8. What do you say about talking over the prospect? I tell myself to work on just listening so that I can acknowledge and empathize with their objections so that I can overcome with resolutions. But so many times, a prospect will tell me they are not interested, and then they will go on with some excuse before saying but thank you very much and have a good day. sometimes at that point I will say oh of course yes thank you, and then I will continue the conversation and overcome their objection. But really A lot of the time I feel like I need to interrupt them before they get into how they're denying me. even though I feel like I can really use everything they're saying as ammunition, but I have come to realize that mostly they are lying and what they are telling you doesn't really matter. I had a customer say oh it's okay we have our own equipment we are not interested in buying equipment thank you have a good day. They ended the conversation and it was weird because I didn't say a single thing about buying equipment. So I called them a couple weeks later and she said why are you calling we already told you no we are not interested. So my new thing is I recap the conversation. I said oh definitely I understand yeah, last time we spoke, you said that you were not interested in buying a new equipment. Well luckily we have a promotion right now where equipment is completely free, so let's talk about this. Well of course, they didn't care, it was bogus to begin with right? So they just gave me some new excuse.

  9. I am so guilty of running away from the phone after a phone call. But you're exactly right you're the way I turn it into a game is man I hit the green button and it starts calling and there's nothing I can do about it. I just have to go. But the thing is, I do have to read my notes from the previous calls so I know where I'm going with it. it doesn't mean I'm bad at doing cold calls. It just means I get nervous. It actually means I'm very thorough and I care a lot about the calls. but yes if you have any tips on how to get faster, I need to know. I think I make the best call than anyone I work with. But I take five times longer as well. It takes me all day to make 25 calls when it's supposed to take 2 hours. I really get nervous with the ones that have said sorry we're not interested before. Because then I just feel rude when I call again. And I try to pry for more information to work go a different angle. I even had a prospect last week tell me that I was being rude and not respecting the fact they said they weren't interested.

  10. You have a good voice and good mannerisms. You do seem like a salesperson haha. But I need to implement some of that. I think people are reluctant to work with me because maybe I come off as too aggressive or too animated. I don't know what made me think this, but it's just kind of how I feel. I feel like people get defensive when I talk. Whereas when you talk, it sounds like someone I want to cooperate with. One thing I do which might be another tip you could have used, is I try to calibrate my voice based on the person on the other line. Like I said I think too often, I sound argumentative or just threatening I guess. So I try to approach it more laid-back with a friendly vibe like somebody they have known forever. But sometimes that can be obnoxious too so sometimes I try to use a quiet soft gentle person type voice. With a smile!

  11. Hi Marc !
    Any suggestions about script for phone calls in real estate sector, to convice sellers to use my services of independant agent to sell their proprety? I Just started this New activity and that's not Easy part of The job.. Thanks for your answer !

  12. great video. you included the basics and added more info – I enjoyed the part in number 9 in which you mentioned how to respond after they say or imply that they re not interested. I would normally try to overturn with something great about the product or I'd just end the convo. Now I'll try asking "if there was one thing you could be doing better with —, what would it be?" thanks

  13. I’m about to start in the car business and unfortunately, I hang up and block the number the second I find out it’s a sales call. Unless…..I happen to be looking for a car and have already visited a dealer and I am expecting a follow up. As a matter of fact….I recently changed my number because after over a decade , I was getting 7 telemarketing and sales calls per day! I’m hoping most people aren’t as against it as I am!

  14. Boring, I stopped after watching first minute (ie you’ll fail following his cold call technique cuz ppl will hang you up at the beginning)

  15. Marc…. Get ur Voice fixed first ……… if u r on a cold call with me….. I ll hang up the phone immediately

  16. Side question: I trade residential real estate. Is it polite, and professional to show up to a prospects office to "get my face in front of them"?

  17. I do a lot of these things–I am like a robo-caller in that I call one after the other…I really have a hard time incorporating the fact that they can't hurt me. But I did enjoy this webinar.

  18. A really good breakdown with sensible tips. Thanks Marc. It might seem a bit over-the-top to review 13 (thirteen!) steps, but it all makes sense. It also ties in really well with the "Actual Live Phone Sales Call – Replay" https://www.youtube.com/watch?v=fGuSJpOUVRc (Published on 18 May 2016) – I highly recommend reviewing them both!

  19. Thanks for this videos. It really helps me with the nature of job that I have. I worked as an outbound phone representative and to tell you the veracity it's very hard to adjust on the said field but when you don't limit yourself to learn about what the job is you won't learn. Imagine yourself placing 50-100 calls per day of course you'll have a lucky perspective on that call entries. Take the risk and be more knowledgeable with the services that you offered and be ready of providing comparisons. Please keep creating this kind of videos.

  20. Watch out folks with your new car talking to your app phone. Reports of 30 plus nuisance phone calls trying to sell you car insurance, and recent car accident claim you never had. 2019, and makes you wanna take a big hammer to the wifi on the dash!!

  21. This is amazing and super helpful to me. Having left the Military World and entered into the private corporate leadership development & training, I honestly can say the landscape of the corporate environment baffled me. Initially we leveraged our connections from the Special Operations Community to gain access to business and we are having some good success with tactical and law enforcement training but we really want to break into the corporate world. Unfortunately we don’t have much of a network to leverage there so after much frustration we’ve realized we need to just start aggressively pursuing business opportunities through tried and true practices like cold calling to generate leads. I realize we should have been doing this from the start but a lot of great lessons are written in failures I guess.

    So long winded comment just to say thank you for this video and I’ll be studying the rest of your videos intently, not just for content, but also delivery. You’ve already identified several mistakes I’ve been making (talk too much about our program, going into the pitch too soon, probably a little to passionate, etc). So thank you.

  22. Hey Mark, you put some real gold nuggets out there for somebody who has to start cold calling. I especially liked the last 4 ones where I was really lost. Thanx!

  23. THIS IS HOW YOU GET UP & GET SELLING OVER THE TELEPHONE – https://www.salescoach.us/telephone-selling-techniques/

  24. Awesome video! Once you get them the first time here are some tips on getting prospects to answer https://www.youtube.com/watch?v=A6yCcXiJjJ8&t=11s

  25. Cold calls are infuriating, especially when you folk try to use manipulative tactics. Read the UK at least is trying to crack down on companies that use cold-calls.

  26. Cold calling is in Germany and Austria since a couple of years by law not allowed. When you work in the Sales area of a company, then should you offer a product, where people calling YOU to buy it or the people order it about your online Shop and then do we also talk about a successfull business…

  27. Thanks for the Great info and knowledge
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  28. You are a consummate professional Marc! I really appreciate the value. This is my first video and received more value in this 20 minutes than I have in multiple hours of watching other videos. I appreciate you my friend.

    Chris

  29. Hi Marc – thanks for the incredible tips. Ask questions and get them talking about the challenges they face was the most poignant tip! And it a game of numbers. I just started cold calling and this information was pertinent to the point that I’m at in my sales. Thanks so much. Cheers Rick

  30. Love the CC tips! Definitely has me motivated. You remind me of Tony Robbins voice wise. Keep up the great work!

  31. Very good tips Mark. Don't stop calling until you get what you want. Use momentum because it s a number game. More call more chance to get a YES. 💯

  32. I worked as a Telemarketer and by experience I can tell he knows his stuff, the tips are more than helpful, in fact, to me, he seems to be the only one in the stream of videos I've been watching that has a real Idea on what to suggest, the problem of most telemarketers teaching is that they usually can't replicate the steps nor externalize them, hence this video is very good and uncommon.

  33. Watching this one year later and there is still so much value!! Curious to know any modern tips on getting phone numbers

  34. Big question: how do you “cold approach” a business in person? Do you just ask for the person your looking for and just go for it or what?

  35. Awesome. I would like to hear more about the "first 7 seconds", What must I put in there? Like somebody noted, "how have you been" is not translatable into some cultures/languages.

  36. engaging them to start talking.. breaking the ice and also it give you a hint of a real issue they might be facing

  37. This is one of the best video on cold calling.and all these 13 steps are the best to take,to practice and teach to others

  38. 8:26 i script it so much, that when i pause for my breath, its a place where i want the information i just gave, to sink in. And on my weak spots such as the price -i quickly go over to the benefits of it of what they will get.
    But if u use this tactic, u still have to be very confident and loud when u say the price, or else they will think u trying to trick them.

  39. Fuck off cold callers! If I didn’t give you my number what the hell makes you think that I’m going to buy/subscribe to some strangers (who got my num from some tech corporation that forces permissions) offer

  40. 1:13
    I'm a door to door guy
    One dumbass tried fighting me for knocking on his neighbors door

    If people can reach you, they can hurt you

  41. Much of this is part of the Sandler Sales System.  Great system, but so expensive these days.  Local guy wanted to charge me $1200 US a month.

  42. Great great, one of the amazing points you brought out is focus on the keeping prospect for the next 25 "seconds" not 25 minutes or hours. 👍

  43. excellent !!! what a great video. This helped me too much lol I got busy as hell a week after I saw this, making lots of appointments. Thank you !!!

  44. Hi Marc, how are you? Many thanks for your short training of telesales and telemarketing tips. I am a telemarketing trainer too. I live in Iran and there is less telemarketing trainer. I am trying to do the best.

  45. Thank you Mark for this Amazing 13 Mantras.I will be obliged if I could get some Tips About RPO(Recruiting)For B2B Clients. Thanks Again and Happy Monday

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