The War Room
Discussion
Post

“Is this a cold call?”

Cold calling always puts you in the red zone. If you treat truths like false objections you upset people... how do you defuse confrontational energy?


📞 Cold Calling
👑 Sales Strategy
28
AE
AE88
Praised Answer
+2
Account Executive
It is. How am I doing?
Jackywaky
Arsonist
+9
Senior AM
DAMN! <3 
Jackywaky
Arsonist
+9
Senior AM
soooooooooooooo tempting 
beachNsales
Politicker
+4
Account Executive
brilliant 
LordBusiness
Politicker
+8
Chief Revenue Officer
The best response I’ve ever heard to this was “absolutely it is, can I have 27 seconds to peak hour interact in how your peers are (solving x/value prop) the raw confident of “absolutely”, diffuses the prospect aggression. 
Jackywaky
Arsonist
+9
Senior AM
No you can't - *click*
braintank
Politicker
+7
Enterprise Account Executive
Drop the 27 seconds phrasing, it's corny
BigCheese
Notorious Answer
+14
Agency Recruiter | Coors Knight
‘Twas hot for awhile but I’m with you, I think it’s overused now. 
Show 1 more replies
Kinonez
Celebrated Contributor
+9
WR Enthusiast
What if it was? Would you be opposed on learning more?
Jackywaky
Arsonist
+9
Senior AM
learning about what? 
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Insert value prop and a open qualifying question
Savagedoge
Big Shot
+11
Account Executive
The mindset does comes in handy here. I try to call with a mindset that I'm calling someone cuz I have something legit that could help THEM. 
No_ty
Catalyst
+6
Sales Dir.
sounds handy
NorthernSalesGuru
Politicker
+5
Manager, Outbound Sales
Agree 100% on this
softwarebro
Politicker
+4
Sales Director
"Yes, it's my understanding that you are in charge of.........."
Jackywaky
Arsonist
+9
Senior AM
Not interested - thank you for your call. *click*
CuriousFox
WR Officer
+13
Senior Account Executive
If it's someone new I pretend I am new trying to update my information and could they please tell me who I need to talk to if they aren't the correct contact.  Honey, not vinegar ;)
Jackywaky
Arsonist
+9
Senior AM
"We don't take unsolicited sales calls" - *click*
ExtremeVibeChecker44
Praised Answer
+2
Inside Sales
I used to run into this a lot, and privately, I thought to myself "smart guy."
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kaizen
Head of Marketing
If you don't own it - and it IS a cold call - you'll piss them off.

Might as well own it, either outright or with some clever reappraisement - "Yes - and I get if you hang up. I wouldn't call you unless I really thought this would help you." - etc.

Test test test.
Jackywaky
Arsonist
+9
Senior AM
a 100% 
happytobehere
Opinionated
+2
Head of Partnerships
"It is but i'm not like other guys I swear. I have a soft side"
Jackywaky
Arsonist
+9
Senior AM
I can warm you ;) ahahaha
sp
sparta
Good Citizen
Account Executive
I start by telling them John, I only have a minute so I have to brief to  share this with you................build some curiosity put them at ease and take control


or something along those lines
Jackywaky
Arsonist
+9
Senior AM
I only have 37 seconds - I'm about to enter a meeting... and boom! pitch
RealEstateVeep
Politicker
+6
VP of Real Estate
Yes it is you frigid bitch! I typically call them to schedule a time to call. Usually diffuses them saying I’m busy. I know you are, so am I, that’s why I’m looking for 4 minutes next week.
Jackywaky
Arsonist
+9
Senior AM
BOOM!
wahmsales
WR Officer
+10
SDR
How often do people agree with 4 minutes next week and then they ghost you?
RealEstateVeep
Politicker
+6
VP of Real Estate
Probably about 15-20% of the time they just agree to get me off the phone.
Show 4 more replies
cifu
Opinionated
+1
SDR
Yeah - meeting? 
Jackywaky
Arsonist
+9
Senior AM
Nopeland
AlphaCharlie
Politicker
+5
Account executive
Why not?
Show 3 more replies
AlphaCharlie
Politicker
+5
Account executive
No, it's a warm call
Jackywaky
Arsonist
+9
Senior AM
on a scale from 1 to burning hell - how warm? 
cifu
Opinionated
+1
SDR
not even close
Re
RedLightning
Politicker
+7
Mid-Market AE
"It is. Feel free to hang up on me."
Jackywaky
Arsonist
+9
Senior AM
and then the hung? *click* have this tactic work in the past?
Re
RedLightning
Politicker
+7
Mid-Market AE
I think your openers depend on who you're selling to. This is a pattern interrupt. Find a way to make it your own, but the people that hang up on you immediately will hang up on your no matter what you do. They're rejected the concept of a call. This give them the option to accept or reject the call entirely and lets them feel in control of the situation

Ideally, for this, they don't hang up and ask why you're calling. Then you can give them a reason and ask them if they want to talk about that, then go about your normal convo
Show 4 more replies
Kinonez
Celebrated Contributor
+9
WR Enthusiast
It's not, the reason for my call is becuase I noticed X and we've been helping companies like YOURS achive this, would you be oposed on learning more?
cifu
Opinionated
+1
SDR
indeed it is
tonysoprano
Opinionated
+5
AE
"cold call?"
cifu
Opinionated
+1
SDR
I see what you did there Mr. Mirroring
Jackywaky
Arsonist
+9
Senior AM
Indeed - mirror tactic, one of my favorites 
paddy
WR Officer
+11
Account Executive
"No, it's a warm call."
Jackywaky
Arsonist
+9
Senior AM
from a scale from 1 to Sahara - how warm? 
cifu
Opinionated
+1
SDR
6.9 
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No_ty
Catalyst
+6
Sales Dir.
absolutely positive 
Thesamiam
Arsonist
+6
Sales
Yup it is, now I know you hate getting cold calls as much as I hate making them, but would you hear me out?
Jackywaky
Arsonist
+9
Senior AM
master! lovely approach
TheRealVladimirPutin
Opinionated
+5
AE
I had heaps of success as an ice cold enterprise SDR pretending it was warm. Do you remember an email you received 3 or 6 or 18 months ago, or a white paper you might've downloaded? The average C-suite I spoke to certainly didn't. 

Other similar strategy is leveraging old contacts. "Hi, I'm X from Y. Haven't spoken before but we had previous discussions with your former colleague X about Y. They let me know you're looking after Z now."
Jackywaky
Arsonist
+9
Senior AM
Clear and Deadly
AnchorPoint
Politicker
+8
Business Coach
AE88 wins hands down.
Jackywaky
Arsonist
+9
Senior AM
Nay
AlphaCharlie
Politicker
+5
Account executive
no yet, would you like it to be?
Jackywaky
Arsonist
+9
Senior AM
haha nice! 
hurtscuzimold
Opinionated
+5
Dude abiding
Only for a few more moments. I’m calling because I know you’re interested in bla bla bla and wanted to introduce myself as an asset for you. Something cheesy. Yes it’s a cold call. But let me tell you why I’m calling before you hang up. I’ve found if you do this with a southern accent people are forgiving 8). Hyuck
Jackywaky
Arsonist
+9
Senior AM
Fancy
cifu
Opinionated
+1
SDR
that's hardcore
ChicagoCloser1717
Politicker
+7
Account Manager
Yes it is but I have a product that you would find very beneficial.
Jackywaky
Arsonist
+9
Senior AM
is this a sales call? 
ChicagoCloser1717
Politicker
+7
Account Manager
Only if you buy something
Show 5 more replies
ButWaitTheresMore
Valued Contributor
+4
Senior Sales Engineer
"It's absolutely a cold call John - will you give me 30 seconds to tell you the reason for my call or would you like me to hang up right now?" I work with meek scientists for the most part, so they will typically cave in when given the option of allowing me to talk vs. having to be assertive in shutting me down.
Jackywaky
Arsonist
+9
Senior AM
Damn son - I like this one
se
sellingsellssold
Politicker
+7
SDR
I just like to think that they are never going to actually see me and I will never see them 
Jackywaky
Arsonist
+9
Senior AM
they won´t - unless you use your real name and they look it up on LI then IG and finally FB. then they'll reach out your place and break a window xD
SalesPharaoh
Big Shot
+10
AM BDR
Absolutely, and I hope that I have caught you in a good time because I wouldn't be calling unless there is something in it for you! only if you have a couple of mins to hear what I have to say... 
Jackywaky
Arsonist
+9
Senior AM
it's not a good time - bye - *click*
SalesPharaoh
Big Shot
+10
AM BDR
:((
Show 7 more replies
Deadskulls
Opinionated
+1
BDR
Are you flattered that you are in are radar?
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