Cold calling is becoming increasingly difficult for sellers. The old methods aren't working, and you have no clue what the new cold outreach techniques are.
Don't worry, I got you covered. In this episode, I'm joined by Armand Farrokh and Nick Cegelski, co-authors of the book "Cold Calling Sucks, That's Why It Works." Together, we discuss the challenges of cold calling and share proven strategies to improve success rates based on their extensive experience and data analysis.
Data-Driven Strategies for Success
- Nick shares data on the success rates of different call openers. He recommends using well-researched and context-based openers to increase success.
- My guests also discuss the effectiveness of describing a problem with dangerous specificity to establish credibility and capture the prospect's attention.
The Power of Personalized Openers
- Armand and Nick emphasize the importance of using personalized, context-based openers to stand out from the typical cold caller approach.
- You can establish a friendly rapport and credibility with prospects by conducting moderate research and focusing on relevance.
Handling Objections with Empathy and Humor
- My guests stress the need for cold callers to recognize objections as interruptions and respond with understanding and humor, rather than being defensive.
- They recommend isolating and practicing core talk tracks, such as openers and objections, to improve the overall sales conversation.
Problem-Centric Approach and Storytelling
- Armand underscores the value of leading with a problem-centric approach.
- By pinpointing a specific problem that resonates with the prospect, you can create a visceral reaction and position yourself as a strategic partner in solving their issues.
Armand and Nick’s Book: Cold Calling Sucks, That’s Why It Works