What strategies can you use to stay focused and motivated during a cold call?

There are a few critical questions to answer about your ideal customer profile. 1. What is their unique challenge? 2. How are they trying to solve it today? 3. How can your solution help them? 4. How is our solution different from the alternative? 5. What are their goals (how do they look good to their boss)? 6. How can we help them hit their goals or overcome their challenges? 7. What is the best way to explain the value of your solution to this buyer? With this information, you will have what you need to be able to speak to your ideal customers in their language and by talking to them about things that they care about.

Beyond knowing your ICP, do research on the person you’re calling as well as the company they represent. Be prepared with specific questions relating to their business.

Open-ended questions are great, but I think closed questions have a place and have value also. One of my favourite question frameworks is the Solution Selling 9-block model which uses an Open>Closed>Confirm pattern. Your Closed (aka Control) questions can be really effective in digging deeper into the answers you get from your Open Questions. And they don't always have to be yes/no either. "How much/how many" as well as multiple choice questions are technically closed-ended also.

Tonality is just as important as the words you’re saying. You want to be upbeat and confident but more importantly, you want to sound genuine. Practice what you plan to say. Record yourself so you can listen to how you sound.

My favorite cold-call intro script. Hi, this is {name} from {company}. How's it going? The purpose of my call is we work with {type of company} and help them {What you help with}. I'm not sure if we can help each other, but I thought it was worth a quick call. Do you mind if I ask a few questions and let you decide if we should chat? Thanks for the time. Typically, we help {type of company} who are focused on {improving problem they typically have}. Or, they are focused on {A different problem they typically have}. I'm curious, which one of those is a focus for you? I speak with a lot of {title}, and they tend to struggle with one of two things: {struggle 1} or {Struggle 2}. I'm curious, which one of these resonates with you the most?

When you read a script you sound like you're reading... And your talk track becomes really rigid. I prefer to think of them as Call Guides or Call Promoters. I'm going to list out an intro statement, various lines of questioning and some form of closing comments. But it has to be fluid - kinda like a choose your own adventure, that you can modify depending on what the prospect says.

Gatekeepers are your friend if you treat them right. Respect them like you would respect the decision maker. Be upfront about who you are and why you're calling. Reference statements the DM has made on LinkedIn or in published articles. Ask them intelligent questions. You can't get through 100% of the time, but the more respect you show them, the better your average is going to be.

It depends on the type of objection... Some objections are based on what you said, asked, etc... These are good objections. These objection demonstrate that the prospect has considered what it would be like to do business with you. Other objections are not based on anything you've said. I'm not interested. I don't have budget. I'm all set. I'm heading into a meeting. These objections I like to counter with: - Agree with them (No problem. I get it.) - Label them based on what they said. (Sounds like you've got everything under control) - Ask them an intelligent question (hey, before I go, do you mind if I ask how you're measuring the performance of your sales enablement initiatives today?)

3 Strategies I use to stay motivated during cold calls. 1. Set incentives: Promise yourself a reward for every 10/20 calls you make, whether it be a cup of coffee, a snack, or a break. 2. Take breaks: Schedule regular breaks throughout your day to give yourself a breather and stay motivated 3. Make it a game: Turn cold calling into a game by setting goals and competing against yourself to try and beat those goals each day.