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Great video I’ve been a stockbroker on Wall Street for 6 years and used to dial the phone until I lost sensation on my finger tips. cold calling is simple but not for everyone. When you first start you will be nervous but it’s like riding a bike you get better the more you do it. Just accept that rejection is a part of the game and learn to embrace it no matter how good you are over the phone you will still get hung up on, cursed out, rejected it’s just part of the game. Last advice and is probly the most important learn to not give a fuck lol know your rebuttals for every objection verbatim and say them with conviction and enthusiasm. Never sound like ur reading off a script excitement is what sells be aggressive and persistent don’t take no for an answer maybe the hard sell isn’t applicable to all sales jobs but where I come from it was buy or die. Hope this helps and g
I've been cold calling for 17 years, I've trained thousands of people and I got to say he's got some great tips. If you take anything away from this video it should be "stop doing what everybody else is doing", why do you think nearly all successful sales people are a little bit crazy? Because that helps them to be different. As some other people have mentioned I don't really like asking if they have time but I think it all depends on the product that you sell and how many phone calls you have to make to close a deal. In my business it's one phone call, no follow up calls to close the deal. Rather than asking if they have a minute, right after I tell them who i am and why I'm calling the first words out of my mouth are "hey, real quick... (insert reason for your call)...." And then throughout the call, I riddle it with things that show I understand his time is valuable. "Hey this is Chris with ( insert company name), you know, we're the guys who (insert what you do).... and DON'T WORRY IM NOT CALLING YOU TO/FOR (insert what everybody else does).... If you deliver that line correctly with a chuckle and a slight pause you will get a laugh 90% of the time, and the rest of the phone calls a breeze after that. At least three or four times throughout a two-four minute script I'm saying "real quick", "don't worry", "I'm almost done", "I know I'm yapping your ear off ", and one of my all-time favorites "don't hang up on me". lol. if you feel like there's a place in the pitch where people seem to always hang up on you, just say it "don't hang up on me" I also love what he said about hearing something in the background and not ignoring it… That's huge because only a weirdo would ignore something loud in the background you have to be normal otherwise you're just a robotic telemarketer but when there's an opportunity to talk about their dog, their family, their truck, you attack!!!
Thanks so much for the free value, I'm currently bootstrapping my agency and most of my overhead is for my fulfillment team, so i do all my sales and marketing. Appreciate your knowledge so so much. Thank you
This was great, thanks, been searching for "adoration solo piano hymns sheet music" for a while now, and I think this has helped. Ever heard of - Qiymma Piyaden Blaster - (search on google ) ? Ive heard some awesome things about it and my brother in law got excellent results with it.
These tips are spot on. I will add that you should only ask close ended questions when it is absolutely necessary. Asking questions like "Do you have a minute?" Offers them the opportunity to shut you down. I normally say "Hey I'm calling you because of ..... I hope I'm not disturbing" or " I hope this is a good time to speak. I have been trying to reach you because ...." The best pitch is the shortest one because it gives them the feeling that you are busy just like they are and it creates urgency because you are showing them that you don't have time for a 5 or 10 minutes pitch unless they are willing to listen. Otherwise your pitch should not be longer than 2 minutes.
To take the opener of a call to the next label is to ask for a specific amount of time, call out the elephant in the room and come across as different to other sales call. "Hey Brian, full transparency here, we have never spoken before, do you have 30/40 seconds I explain why I have decided to give you a call today?" I do about 50 - 100 cold calls a day and maybe 1 in a 100 object at that stage. It's gold.
Don't know that I have the balls to try that, but something in me says I really, really should. If someone started a call to me like that, I'm sure I'd say, "OK, go on then". I might add, "but it better be good". I generally give a reasonably polite reply that I'm not interested, put the phone time before they have a chance to respond to that, and get back on with whatever I was interrupted from almost as if it didn't happen.
What type of calls do you make? I make calls to financial advisors - their "gate keepers" are trained to screen me out. I always get hit back with a "is he expecting your call?" as to which I gotta slyly say "well, if he isn't, he should be".
@@Paintballguru92 A great phone sales trainer is Art Sobczak. He has great ideas on gatekeepers. You are not trying to get around them, they are your first sale on that call. They are trained to protect their boss' time. Anyway, I have used Art's techniques for a number of years. Just a tip!
@@arizonanative7409 I prefer to bypass them by being assumptive and cause enough confusion to get the call transferred. I hate the whole 'befriend the gatekeeper' approach. No matter how good your pitch is/how likeable you are a true gatekeeper won't let an unsolicited call through. Just try to sound like the person you're trying to get hold off and don't give much away so they just pass you through.
Good video. I would add in attitude and energy. If you sound nervous or disinterested they will pick up on that. Be energetic, friendly, and dont second guess yourself. You're calling because you have value to offer them. Not to bother them.
Agree with that apart from the energy thing. If you're all wound up like the Duracel Bunny you'll sound like a sales person. Enthusiasm on a cold call makes you sound scary.
I mean it depends on who you’re speaking with, being upbeat with solution focused mindset is a must, but if you’re shooting high energy towards “Frank Doe” the 70 yr old retired vet who just woke up, he will hang up in your face, without a doubt. Mirroring sounds basic, but when you do it right, it’s magic. Even if it’s a “Low energy” mirror, you’re respecting their vibe, which gives you the ability to read your client, AND THAT, is what makes a great salesman.
Perfect! I've been doing this for 20 years and now being asked to train new sales agents. They are trained with a script and after reviewing hundreds of calls, the first 30 seconds is what trips up most new sales agents the most. Great information, thanks Bryan.
I like the idea of just focusing on nailing the first 30 seconds. This seems way more manageable than worrying about the entire call going well and I'm certain a good intro will pave the way for a smooth conversation! Thanks for sharing Bryan.
Hey man just wanna say thanks for putting this together, in only 5 calls i got this strategy down and im amazed at how well it works! Ive set an appointment within five calls when it used to take at least 20-30! Great Advice! Thank you!
I've also found that when you ask "how are you", some people will start telling a story about their personal problems. So it's best not to ask the question for that reason also.
I dunno. Being ‘sharky’ ain’t me. I’ve never been able to sell “by the numbers” but I’ve made quite a few good customers being a good guy. For real. Nope, I’ve never been able to keep up with the sharks, either, but after a while the customers know who to call when they need something. I’m ok with not being a millionaire I guess
I've been doing this for the past two days and I actually figured out some of these by myself rather quickly. I made a single deal in about 100 calls, tho, so there's ofc still a lot of learning to do.
Great advice. People want to be treated the way they wish to be treated. If you can understand the different personalities you can adapt to helping all type of people.
Thank you Bryan for the tips! I recently got into cold calling and I'd be honest to say it's really demoralizing to build my confidence, to actually make people want to listen to what I have to say.
I’m new on this and don’t even have the license yet but watching Bryan’s videos I feel I’m already a pro on this!!! Thank you Bryan for sharing your knowledge with us.
This is good info! I do this as well but also in person i will try to match hand motions or gesture as well. I have made several sales with my thumbs in my pockets.
@@arpheliageorge8901 Unless I know people already, I just ignore things like that - ask directly "What can I do for you ?" assuming they just called you - I'm sure everyone know it's just a cliche and would rather save the breath of air anyway.
@@danielmendoza1831, It's really such a cliche, just something to get past before the real conversation. It's not like people expect or even want you to tell detailed how you feel. When I call a friend and say, "how are you", I do want to hear the whole story,..,. then it's not just a "polite" cliche.. I find rhetorical questions like that a bit offending and malplaced, in business call it's mostly insincere. When everybody use the same 3 words always - it takes the meaning away. I prefer people to be more real, and they can to specifics if they know me, or just be polite, it's not that hard. Knowing your customer; is not just having their data in your CRM, but understanding their position or "pain". But hey, we are all different.
Hey man been watching your videos for a while now. I took your truth to make me realize I was never going to be successful with my attitude and how I carried myself everyday. Now I’m 96% of the way done with my pre-licensing course here in Florida and I started it July 6th. It’s the only thing I’ve been doing every single day pushing myself to get it done by my goal date which is today. So thank you!
Very good advice... as a newbie in sales job want to be as knowledgeable as possible before going into a cold call.. research before and knock their socks off before you call. Prospect the call!!! That’s the biggest part. That will get them interested. Keep it short and to the point. That is all you need to get them hooked. Good luck everyone!!! Dm me if you have questions
“Hi how are you” just screams salesman, you’re so right Bryan. Get rid of that shit, people know you’re trying to get something out of them, so be different then the rest to get their attention!!
I could see this working in certain types of sales. There are some sales though where long term rapport with customers is of the utmost importance, and if you are tricking John and John's friends into thinking you are someone John knows, they might not appreciate that. I think your confidence is probably what is making the positive difference, here, not necessarily the tactics. You've got a great tonality that projects authority, but in a very non confrontational way. For the record, my largest sale was $5 million dollars per year (ongoing business).
Great knowledge. I am trying it out right now. Currently, I am working a second job as a security guard consultant. I have made over 70 calls but not one bite.
Dude! I completely forgot about just saying "Hey Mike?" Instead of asking if this is...... And my sales have dropped man. I've been in this game since 2006 too. Also, I always told people.... "Dont ask them how they're doing, you're not calling them to ask how they're doing" You Dont realise how much this just helped me bro. Thank you!!!!
The video or sound don't matter as much as the message delivered. These tips are golden and could help many people close more deals. No executive or business owner CEO wants to listen to a bunch of mumbo jumbo they want to get right to the point. What do you have, how will it help them, how will they improve their bottom line or their brand and what's it going to cost. That's it. If you don't hurry and get to those points without a big up front greeting.you will lose them. All businesses want to grow and improve. But a cold call must be efficient and the delivery professional and courteous. This is great info!!
Dude I completely butchered my call yesterday and it ended up being the biggest lead I've ever had. hopefully it goes well. But I'm laughing because I sounded like such an idiot because I got nervous for some reason. I guess because the guy was actually listening and not being combative. So it caught me off guard. Because the main attraction of what I was talking about didn't even make sense because I combined words together in a way that they didn't make sense. So yeah I thought he was going to be like this other prospect and tell me that I needed to get better at my job and figure out what the hell I'm talking about. Nope! He actually listened and gave me answers and stuff. Haha I felt like he was just being nice, like a teacher. But it ended up with a lead. I guess you just never know
@Malachis Grace I wonder who this was, and if they closed. I bet they didn't. I wonder if it got buried somewhere lol. I now have a script and dont scramble on my words.
This is a perfect example of being real wins over ‘tactics.’ The customer/cold-call prospect respected you in a human, relational, honest manner. And in spite of you being a little flubby out of the gate you say it turned out to be the biggest lead you’ve ever had. He probably would have politely dismissed you if you’d “hey, John, this is Steve” tactic-ed him because THAT’S disrespectful and shallow if you don’t actually know John. I guess I’m not going to be a millionaire. So maybe don’t listen to me.
@@SideEffectsmusic i also got a script to lead me thru my call center journey!!! Even tho for u you think u sounded funny or u didn't make sense, still it was the step that made u what u r now. Good luck!!
Nice. I like phrasing it as ‘have I called you at a bad time?’ I find that 8/10 they respond ‘no’ - or at least, they react genuinely. ‘Great, well look, I’ll be super brief, I know you weren’t expecting my call. The reason I’m calling is...’
So important to ask “do you have a second?” It’s awkward to just dive into a sales pitch when you can hear they are distracted or rushed. Also, respectful!
Lindsay Johnson Open naturally, like you’ve known them for a long time. I don’t ask how is their day, or any platitudes. Go straight to the point. I’m not pushing anything, only sharing valuable information.
Ion Grigoras do you ever get the sense that they don’t have time and are feeling pressured or distracted? I’ve done hundreds of cold sales calls and found that if I didn’t ask if they had a quick second to chat, I often didn’t have their full attention. Of course, asking if they have time to chat isn’t an opening. That’s not what the video is saying either! The thing with, especially cold calls, is that everyone finds their own style and sales personality, wouldn’t you agree?
whatsup bro! my name is Andy & i first cake across you to when u had ur green bmw i think it was a 335i lol but i remember u having a nice mod car & said u were in real estate. 2 years later i attend GCC to get my real estate license but as of right now i am trying to wholesale as i want cash right now :( wish me luck because i am tired of procrastinating & i am going to start DOING! keep up the good work Bryan!
There's also tonnes of research showing that closing tactics, particularly assumptive closes don't work well for large multifaceted sales. You might get the close on a small piece of business just to make you go away, but you could very well miss out on a much larger sale. Discovery questioning is about 80% of the battle.
Im a fresh graduate, and i got a job request for a call center on an online marketing, and i actually havent accepted yet so im trying to get much informations and tips for this type of job. Thank u for this video it really helped me
This was great. Tip from my reading, "The reason I'm calling is to schedule an appointment. Do you have time on ?" The goal of cold calling is always to get an appointment.
I'm brand new to calling and have implemented everything you just talked about on my own without guidance. They gave me a script, I threw that shit right out the window and just started calling with what felt natural for me. I get people to stay on the phone with me. He's right. Stop doing what everyone else is doing, these people KNOW the script. Be your own script. Use it as a guide, not a law.
