- The Sales Jam
- Posts
- Cold Calling Ain’t as Hard as You Think 👌🏻
Cold Calling Ain’t as Hard as You Think 👌🏻
How’s it going, Sales Jammers? It’s time to have another talk about the dreaded cold calling and the real reason you’re terrified to pick up the phone. We’ve also got a little something for the aggressive types who are trying to bulldoze their way to a commission but end up snuffing the life out of the sale. 🙅🏻
In Today’s Jam
Sales Tip of the Week: The Gap: Change & Value Creation
The Sales Lab: Smash Quota with This Cold Calling Framework
Sales Q&A: If You Wanted a Path to 200k or More, What Would You Do?
5 Ways to Prospect Without Being Pushy
A Sales Scene 😎
The Sales Lab🔬: Being a Great AE is Easier Than You Think
Cold calling is still dreaded among sales professionals all over.
To be honest, it’s understandable. But here’s the thing…
As challenging as cold calling is… there’s only one reason to be terrified of it—and that’s if you’re unprepared.
Think of it like finances. Things are bound to go wrong, to some level, at some point.
Imagine facing that issue when you have no emergency funds to weather the storm.
Naturally, you’re pooping bricks 🧱
BUT what if you were prepared? Obviously, it would still suck. But there are levels to chaos.
It’s not that serious if you have your house in order.
Alright, let’s fix your cold-calling problem 📞
Practice Makes Perfect
Time to get in front of the mirror and rehearse your pitch. Over and over again.
It’ll be weird at first, we admit. But once you see the results, you’ll be disappointed you didn’t try this sooner.
Take it a step further. Practice with a fellow sales rep in the office. Record it. Watch it. And figure out your style and rhythm.
Stay Ready for Rejection
It’s not about going in with a negative mindset.
The truth is all sellers get rejected — often. Might as well make note of the most common objections.
Better yet, categorize each objection and have the respective responses prepared ahead of each call.
It should look something like this:
“Send me an email”
“Sure, I can get an email over to you. And just so I know what kind of email to send over, a lot of [job title / industry leaders] are you facing [x] or [y] problem right now. Would you say either of those problems you’re experiencing right now?”
“Call me back at x time”
“Hey, Tom, no sweat - would it make sense to just share over 30 seconds what I do, just so we can see if it makes sense for a call back?”
Create similar, actionable next steps for the other common objections.
Like “no budget” and “not the right person”.
Each response should have a clear outline of next steps, and should reinforce to the prospect that there’s absolutely no pressure.
Your Hook Should Be Out of This World
You might be wondering — how on earth do I do that??
We hear you. It’s not easy but it is simple.
Learn as much as possible about the prospect (if you’re dealing with the C-Suite, you really need to put some effort into this)
Find out whether you guys have common connects on LinkedIn or mutual associates.
Anything at all that you’ve got in common with the prospect, do your best to weave it into your script.
Also, by really deeply understanding your ideal client profile and the challenges they have, you can bring those up in the conversation immediately so they feel “seen” by you.
By pulling on things the prospect naturally finds interesting, or is relevant to their current business objectives, they will open up more easily.
Cold Email Setup Offer
Send thousands of cold emails per month
You own the system
No agency retainers
Book 30-50 calls per month
Sign 10+ clients
1/10th the cost of ads
Completely automated
It’s Time For That Dream Sales Job…💼
Looking for a new job opportunity in Sales? Search for the latest and greatest jobs here.
Looking to hire someone with great Sales experience? Post your job on The Sales Jam Job Board, here.
Game Changers of the week🔥
How I Raised Myself from Failure to Success in Selling
This book by Frank Bettger is a must-read for sales professionals. It shares invaluable insights about the world of sales. But one of our favorite takeaways is his suggestion to follow Benjamin Franklin’s example to focus on one lesson at a time to create lasting success. Grab a copy and start applying that methodology ASAP.
5 Ways to Prospect Without Being Pushy
Pushy prospecting is killing your sales. Start making a change, first by removing the pressure from your interaction with customers. Here’s how to do it.
Lead Nurturing Statistics That’ll Change the Way You Sell
Companies that excel at lead nurturing generate 50% more sales-ready leads at a 33% lower cost (Adobe)
Nurtured leads make 47% larger purchases than non-nurtured leads (Adobe)
Sending one email per week over four weeks can increase your response rate by 20% (Saleshandy)
Product Marketing Summit 2025
Calling all PMMs to book a ticket now. Especially if you’re in the business of trading ideas and building relationships courtesy of the world’s biggest PMM community. Learn more about how you can acquire new skills and accelerate your career here.
Sales Scene of the Week🎬
He’s definitely interested
What did you think of this newsletter? |