Great cold caller mindset, leaving voicemails, good fisherman, SDR shortlist
Matt's LinkedIn Posts January 2020
Happy New Year &
Cheers to Objections!
Objections can be the turning point in a sales conversation.
Once you’ve mastered handling an objection, it can become a nice thing to hear.
Every time you overcome an objection, you’re one step closer to a sale.
Bottom line, objections are an opportunity.
Seize the moment.
When I was a young sales rep every Friday I rewarded myself with a new CD. After my lunch I’d go to Best Buy and take my time picking one out.
I felt like the job was hard and this was something I could look forward to throughout the week.
Whether you’re in the office or out on the road, selling can drag on you.
How’s your funnel questions.
It’s a lot.
Make sure to treat yourself.
A good way to start a cold caller off is by having them handle customer service calls.
Sometimes those conversations turn into selling opportunities providing valuable practice.
Just being able to say the words a few times can boost a new rep’s confidence.
Which makes that first cold call a lot easier to face.
It may even give them a chance to succeed.
Hey SDRs, there are some things that are working against you.
Here’s a shortlist:
Your title. Unfortunately most people are aware that a Sales Development Representative is an entry level sales person. That’s not an appealing draw for most decision makers. It may be beneficial to switch up your title and test the waters. Simply removing Development could prove helpful.
Your request. “I want to schedule 15 mins for a demo.“ This has become an off-putting request for a lot of decision makers. I’d drop this specific line from everything that you do.
Your market. Getting hired as an SDR doesn’t guarantee a vibrant market. It could also mean your company raised capital and bringing on SDRs was part of the deal. Whatever the case, give it your best and treat the job like an opportunity to grow.
Your AE. Scheduling meetings for an AE could make sense for your company but it doesn’t always sit well with decision makers. Being prepared to convey your company’s key value information will help you overcome this.
VP of Sales: Don’t you need to listen to our rep’s cold calls first?
Me: I could do that but you said the sales team doesn’t have a cold calling strategy, correct?
VP of Sales: Yeah, I guess that’s true.
Me: I’d rather give them a game plan before we evaluate their calls. Sound reasonable?
If you feel like you’re banging your head against the wall with your sales messaging. You are.
It’s a good time to try something new.
Everybody knows the most important metric for an SDR is MEETINGS set.
It’s pretty much everything.
This in itself can make it unproductive.
It’s because every engagement becomes all or nothing.
There’s no reward for a good conversation.
There’s no reward for a maybe.
There’s no reward for nurturing.
Opening up a new door in sales can be a long game.
But we’re usually making SDRs play a short game.
Because when they connect with a decision maker and don’t set a meeting, it doesn’t really matter.
But it does matter.
Cold calling is contagious.
Spread the word.
When you’re a busy sales rep you’re constantly speaking to prospects or clients. It doesn’t matter what’s going on in your world, you have to be on point.
Say the wrong words and you could lose an opportunity.
If you wake up with a kink in your neck, it doesn’t matter.
The water turned off and you couldn’t take a shower, it doesn’t matter.
You forgot to pick up coffee at the grocery store, it doesn’t matter.
You were up all night playing video games, it doesn’t matter.
The neighbor’s chickens woke you up at 4am, it doesn’t matter.
You still have to be ready for difficult conversations at a moment’s notice.
Because that sales.
Mindset of a great cold caller:
1. Every time you make a dial you should believe they’ll answer your call.
2. Every time you feel anxious you should know it’s normal.
3. Every time you connect you should know it’s going to be difficult.
4. Every time you get hung up on you should know that they’re dumb.
5. Every time you share your company’s key value information you should know that you did your job.
6. Every time you fail to get your point across you should want another chance.
7. Every time you get a next step you should feel like a superstar.
Hey salespeople, why do you leave a voicemail?
So you get a call back? Nope.
In order to schedule a meeting? Definitely not.
You should leave a voicemail so they can hear your voice.
So they know they’re dealing with a professional sales person.
Then maybe they’ll read your email.
Or pick up your next call.
The analytics for voicemails are terrible.
However, they can serve a purpose.
But you have to sound pro.
If you don’t, work on it.
If you’re struggling with cold calling, start this year off with a change.
Change your strategy.
Change your words.
Change your tone.
Change the result.
Sometimes companies have their sales people asking decision makers dead end questions.
Questions like: Are you planning any blah blah initiatives for 2020?
Asking a decision maker this type of question is like throwing them a big ‘NO’ lob ball.
It’s because questions like this don’t draw decision makers into the conversation.
Instead they make it really easy for them to escape.
Rather than asking them about initiatives that align with your company’s needs;
Reps should be asking decision makers about their problems.
A good fisherman catches a lot of fish.
A bad fisherman doesn’t catch many fish at all.
A good fisherman knows what time the fish are biting.
A bad fisherman goes fishing on their own schedule.
A good fisherman knows when to reel it in.
A bad fisherman is impatient.
A good fisherman performs under pressure.
A bad fisherman loses their composure.
This post has nothing to do with fishing.
When you’re facing a tough objection during an initial sales conversation, you don’t have time for a 4 step reaction.
You have to respond immediately and say something that’s going to bring the decision maker back into the conversation.
Because if you don’t, they’re gone and there’s only a small chance you’ll speak to them again.
This is the reality of outbound sales.
It’s also one of the reasons sales conversations can be stressful for reps.
But if you’re prepared with the right messaging and committed to improving, you can master it.
For free help with the first part comment Superstar. Second part is on you.
Last April, I posted on LinkedIn offering to mock cold call with anyone who was willing. I ended up talking with a few dozen sales reps.
That experience spawned my cold calling development program where I’ve worked with over 50 reps on their individual cold calling strategy.
Many have significantly improved their cold calling results.
It’s because we taught them how to turn cold calls into meaningful sales conversations.
Having worked with all these great people I’ve learned one important thing about cold calling.
It can be conquered by anyone who is determined.
Did you know there’s a reason decision makers reject your meeting that has nothing to do with what you’re selling?
It’s because for some decision makers accepting your meeting means one of two things. They’re either going to have to buy from you or reject you. Neither of which is appealing to them at the time.
Most decision makers have been through sales processes. They know by agreeing to meet it’s going to increase the expectation for a sale and your disappointment if they have to tell you no.
Of course this sensitivity only makes securing meetings that much more difficult. But here are a few things you can say to easily overcome this.
1. Explain that the meeting is just to see if there’s a fit, though your product or service is highly beneficial it’s not always for everyone.
2. Be ready to convey important value information. If the decision maker truly understands the benefits, the risk of having to buy from you becomes acceptable.
3. If they’re still apprehensive, literally tell them that you know just because they agree to a meeting, it doesn’t mean they’re going to buy.
Good luck on the phones today!
Poor voice quality could be hurting your sales conversations.
I talk on the phone with a lot of sales people each week.
A concerning percentage of them sound muffled.
When they do I can only hear them clearly around 70% of the time.
During the other part I can’t understand any of the words they’re saying.
I don’t know where the problem stems from.
All I know is that it’s a big problem.
Thanks for reading, please share!
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About the Author
Matt Wanty is the Founder of Subroot and the Author of The Lost Art of Cold Calling. Recently launched Subroot is the latest sales tool to help reps reach more prospects and build a bigger sales funnel. In addition to writing a book on cold calling, Matt regularly shares posts on Linkedin, His sales content on cold calling, sales career, SDRs and more has been read by millions of sales people around the world. Sign up below to receive Matt’s content directly to your inbox.