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Illumination questions on cold calls

I've been seeing a number of posts on LinkedIn about asking 'Illuminating' questions on a cold call. I'm curious if anybody else does this and could provide an example.


Typically, illuminating questions are questions that shine a light on problems that a prospect might not be thinking about.


Does anyone have an example of this? Doesn't have to be from your company, just any company

πŸ“ž Cold Calling
4
brotato
WR Lieutenant
+9
Head of Sales
Belal Batrawy gives 4 different examples in this webinar he did with Jason Bay:Β  https://youtu.be/m2UBXcY4KCE?t=1735

He calls it the Mic Drop method -

Permission
Problem
Mic Drop
Promise

Goes like:

Permission
Hey ___, I know you're not expecting my call. Do you have a moment? I promise to be brief

Problem
For most businesses like yours, the second largest cost after payroll is health benefits. A lot of companies are seeing on average a 9-15% YoY increase in these costs in the state of California.

Mic Drop
How are you handling your second largest cost rising that much YoY?

Then he says you should always be the first to hang up so when the conversation heats up you say "I promised I'd be brief when I first called. Would it make sense to schedule something in the next week to go over this in detail?"
Rallier
Politicker
+9
Account Executive
This is exactly what I was looking for! Thanks so much. Definitely going to watch the rest of this video
brotato
WR Lieutenant
+9
Head of Sales
Yeah we had the whole team watch this and come up with 3 different versions to test out. Already seeing results with less hang ups and longer talk times with better results.
Salespreuner
Big Shot
+11
Regional Sales Director
Wow. Thanks for thisΒ 
funcoupons
WR Officer
+11
up in Fiji, under paddy
I don't think cold calls are the time/place to get into in depth questioning with a prospect. My goal is to book an appointment, that's it. The interrogation comes later lol.
Rallier
Politicker
+9
Account Executive
Right, but I don't think that's what this is. It sounds like it's typically used to start the conversation. Like what question would you ask after your opening line
funcoupons
WR Officer
+11
up in Fiji, under paddy
My cold calls generally go like:

Hi this is funcoupons calling from Company, did I catch you at a bad time? Great, I'm calling because...(15 second pitch.) Do you have time for a quick call sometime this week or next so I can learn a bit about your company and share some info about us with you to see if we might be able to help?

I have a great booking and show up ratio, I think it's because I intentionally keep it as simple as possible.
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Salespreuner
Big Shot
+11
Regional Sales Director
Can correlate and agree - did the same during my calling days ✌️
Chep
WR Officer
+10
Business Development Team Lead
I pitch a prospect before asking any questions except is now a bad time? My thought process is 99% of people aren't going to take a blind sales meeting if it's not relevant at all. With LinkedIn, you can see someone's title and typically if they're in your ICP you are better off pitching and getting straight to it. Otherwise, you might end up wasting hours on the phone with prospects who end up not being qualified and are looking to talk your ear off.
paddy
WR Officer
+10
Account Executive
If you do some research ahead of time you can say you've noticed a particular pain point or trend within their vertical and ask how he tackles/addresses those challenges
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