Charlie Light, founder of https://ProspectAim.com
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In this video, I live cold call a business owner to sell my sales consulting service. This prospect was a digital marketing agency owner looking to hire 3 new sales reps. My main approach was just to make a connection, establish an east next step, and ask qualifying questions.
Qualifying questions are important because it allows you to figure out your prospect’s pain points. If they acknowledge that they have an issue that you can solve, you now know exactly how to sell to them.
Don’t just use the cold call as a commercial for your services. Instead, find a problem, and sell the solution. If a prospect isn’t interested or doesn’t need your service, then move on to the next one. Most salespeople spend too much time following up with prospects that aren’t going anywhere. Have a large pipeline, and you won’t have to worry about scraping by.
Setting a very clear, easy next step is important because prospects are hesitant to talk with strangers. Asking for an appointment is often too much; committing to a phone call after a 30 second pitch is unrealistic. That’s why many salespeople have a high no-show rate (their prospects aren’t actually that interested in attending the meeting).
Instead, let them learn about your services and decide if they are interested before asking a prospect to commit to a phone call.
Want help with your sales process? Visit https://ProspectAim.com to get my help. You can start with my 34-point Sales Checklist (it’s free). The checklist will tell you which parts of the sales process you’re doing well with, and which ones you need to improve.
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