In this video, we provide a cold call example for AI software. In addition to the call recording, we’ll review what he did well, what he could have done better, and an updated cold call script based on our critiques and recommendations.
Background
This salesperson is selling an AI product that will perform cold outreach and sales activities. The salesperson appears to be targeting coaches, but it sounds like his software will probably work for any industry.
This is a fairly bad cold call in terms of quality, with the salesperson having a strong accent and the connection quality being pretty poor. In most cases, we would write this off as an offshore telemarketing call and not give it much thought or credibility. Even so, it’s a great cold call to review and learn from for a couple of reasons. First, the salesperson asks a lot of questions, which is a great opportunity to discuss how to optimize the questions you ask. In addition, the salesperson is selling AI software, which lets us talk about how to sell and generate leads for AI.
What Went Well on This Cold Call
The salesperson did one thing well on this cold call example for AI software: asking a lot of questions. This is worth talking about because it is actually different from what most salespeople do.
Most salespeople who call me ask very few questions and usually spend most of the call talkinga bout their product and company. This salesperson was different and asked a lot of questions, which, in my opinion, is a better approach.
What Could Have Been Better on This Cold Call
In my opinion, asking questions is the key to being a good salesperson. But the key to that is asking good questions. In this cold call example for AI software, there’s plenty of room to improve the salesperson’s questions.
This gives us a great opportunity to discuss how to create an optimal set of questions that would improve the salesperson’s results and effectiveness.
Creating Optimized Questions
To create an optimal set of questions for this salesperson, we can use our 7-step sales message brainstorming process.
Step 1: Product Details
The first step is to outline key details about the product being sold. Using what the salesperson said in the cold call example for AI software, we can outline the key features as follows:
- Performs cold outreach
- Creates proposals
- Handles follow-up attempts
Step 2: Identify the Target Audience
In order to have an optimal set of questions to ask, we need to identify the audience we are communicating with or trying to sell to. This salesperson was clearly talking about selling to coaches so we will use that as the target audience.
Step 3: Identify the Value Offered
Look at the product details and try to identify the benefits those will deliver to the target audience.
We help coaches to:
- Decrease time spent on cold outreach
- Generate more leads
- Decrease stress from building the business
Step 4: Identify the Pain Points Resolved
Make a list of the pain points the product can solve for the target audience.
Most coaches:
- Spend a lot of time on cold outreach
- Not generating enough leads
- Stressful building a coaching practice
Step 5: Create a List of Pain Questions
For each pain point created during the last step, create a question that can be asked to see if that is an issue or concern for the prospect.
- How do you feel about the amount of time you spend on cold outreach and lead gen?
- How do you feel about the amount of leads you are currently generating?
- Do you feel any stress or anxiety from trying to build the business?
Step 6: Create a List of Current State Questions
Create a list of questions you can ask to learn about what the prospect is currently doing in the area where your product or service fits.
- How are you currently getting new clients?
- How much time do you spend on sales activities?
- Do you have any employees or contractors that help you with sales?
- What AI tools are you currently using?
- Have you used any AI tools for cold outreach?
- How many leads are you currently generating (per week, per month)?
- What does a good prospect for you look like?
Step 7: Create a Customer Example
The last step in the sales message brainstorming process is to create an example of a customer you helped with this product or service.
- Worked with a health coach
- They were spending a lot of time on cold outreach
- We decreased that with our AI operator
- It decreased time on sales activities by 70%
- Doubled their leads generated per month
