Prem Kumar Krishnan

City head at Kaching

Coldcall Opener

I've been using the Benjamin Dennehy method for call openers, I'll give you the good scenario example:

Me: This is a Sales call, you can hangup or let me have 30 seconds & decide.

Client: Tell me.

Me: Thanks, I'll keep it brief - I work with tech leaders like you who most often say, Hiring doesn't happen on time & some say retention is the problem. A few tell me the complete opposite, Talent isn't as good as the CV is. Do you face anyone or all the problems?

Client answer scenarios:

A) Yes, I have this problem. Infact every organization will have this problem.

B) What is that you are selling

C) I'm not the right person you should talk to the HR team

Any of the above given scenarios the conversion becomes weak. I struggle to drive it into a meeting.

How do you folks keep a prospect engaged in a contractual hiring phone call? or would you suggest that I try pitching differently?

📞 Cold Calling

😎 Sales Skills

15

17 comments

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oldcloser

Arsonist

14

💀

"This is a Sales call, you can hangup or let me have 30 seconds & decide." This is gold. Or, you can use the @Gasty version, "you can hang up now or roll the dice." Nobody ever hangs up.

Once permission is granted, if I'm on the receiving end of this, I resent you at "tech leaders like you." It makes the script generic and almost feels condescending. Then, you drive harder and try to jam me, a guy you don't know, into one of three boxes that tech leaders like me always fit into. I don't fit in a box. I hate you.

Try this: "Thanks, I'll keep it brief. My name is Prem. I work for X company, and specialize in finding X kind of candidates for roles that require X skillset. I saw your JD and believe I have an ideal match in my network. In fact, he does both X AND Y. Would you like an introduction? No cost unless you hire."

This shows you're researched and not spraying your generalization everywhere. You'll get meetings if you've done the work. If you didn't like that answer, try this script:

"My name is Prem. It rhymes with Gem. I find homies with mad skills and I specialize in placing them. I scout for stars, and don't deliver phlegm. I break barriers. I don't condemn. Let's meet and discuss it over pho or maybe rah-MEN."

Should work. Then, next week call everyone who told you they were under a hiring freeze 'til Q1 '24. Keep digging.

Diablo

Politicker

2

Sr. AE

Loved it 😍

oldcloser

Arsonist

2

💀

Appreciate that ✊

pirate

Big Shot

2

🦜☠️ Account Executive

That's solid advice

CuriousFox

WR Officer

1

🦊

Taking a screenshot k thx

fidelcashflow

Catalyst

8

Account Executive

Yup. He's 1 of 2 legit sales trainers in existence. I used his but tweaked it over time:

"I want to be upfront, this is a sales call but a well researched one. Would you like to hang up or give me 30 seconds to tell you why I'm calling?"

The opener is the easiest part once you use the above. But normally it's the hardest thing to get beyond since 99% don't use a good opener.

The next 30 seconds they give you is the most crucial. You need to paint a picture of the current state (which is most likely bad and most likely their situation). In the best way possible, you need to re-word the question: "Does this resonate/apply to you?" They will either say yes it does, no (they already have a solution/competitor).

Most are going to say no and there's nothing you can do about it. You're gonna work through those people and get to the few yes's.

If after your pitch they say they are not interested, it means you failed to properly use that 30 seconds. If you articulate like you should you will get a yes or a no. Which is what we want. And idgaf if I get no's. 10x better than "not interested".

You're on the right path my friend.

oldcloser

Arsonist

5

💀

This is solid af right here.

jefe

Arsonist

2

🍁

Great tweaks. I'm sure this gets some bites.

fidelcashflow

Catalyst

1

Account Executive

I'm not going to say 100% of people give me the 30 seconds if they answer but it is VERY close. It is crazy rare for someone to say no, fuck off.

The people I've taught this to, were getting maybe 10% of answers to let them pitch. Almost immediately went to 90%+

jefe

Arsonist

1

🍁

Massive improvement

4

Founding BDR

I’ve been using a permission based opener very similar to this! Have seen good results.

jefe

Arsonist

2

🍁

First line is always so hard, it's a great way to remove that barrier.

Pachacuti

Politicker

3

They call me Daddy, Sales Daddy

I like that you’re straight to the point and honest. I hate it when people try to be my friend (or send me a LI request) just to sell me something.

wolfofmiami

Opinionated

1

🐺

I like the opener but i add humor in it like you can give me 30 seconds to tell you why I’m calling or do you wanna fire me and hang up. Something like that haven’t used it in awhile.

As for after they say tell me, instead of what you say do you have this generic issue which everyone is gonna have.

I phrase it more like do you know how organizations face xyz? My organizations solve this by ABC. Then if they speak I let them if not I go into saying now before I get into my company who we are and all that boring stuff, I think it’d be more relevant if I learned more about your specific problems and about your org.

Now how are you solving? What’s your biggest challenge with xyz? Etc etc. any question that gets them talking.

Just need to make a few minor adjustments, that’s what works for me, everyone’s different, just gotta find what works for you.

AnchorPoint

Politicker

0

Business Coach

Other than the gimmick opening, seems solid.

Justatitle

Big Shot

0

Account Executive

I don’t hate this method, I also love hitting people off the bat with radical candor and blunt truth. Here’s why I’m calling, if you don’t want it bye got lots of other of these to make if you do let’s set up some time or talk now

0

Ambassador and Member

Hi, wanted to share a fun fact. Time ago a CRO of ours who had leadership roles at (big company) shared a message he received from a sales rep with option just like this. He genuinely called it the worst and laziest way to pitch. (not my words).
My candid opinion (i am only speaking for myself) is to change the approach to a more charismatic, professional & inviting language.

The tone here feel antagonising at first and then commanding. Hope this helps. Wish you the best

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