In this video, we share one of our cold calling script examples, which appears to be a sales assistant for a business owner who offers tax planning and tax reduction services. The call sounds fairly bad and unsuccessful, but the salesperson does a few really good things, and we discuss them and provide a recommended cold call script in the video.
Value Proposition Cold Call Opener
The salesperson opens the cold call by sharing their value proposition by saying something like:
We were just reaching out because Connie helps professionals to reduce their taxes, save more, and create income [inaudible] through our wealth optimization framework.
This is a good way to open a cold call and differs from the standard product cold call opener many salespeople use. Although the value prop could probably be a little tighter and shorter, and something like this might work better:
Reason for the call is we help professionals and business owners to reduce their taxes and create more income.
You don’t need to include and explain everything in your value proposition and cold call opener.
Quick Close
After the cold call open, the salesperson uses what I would call a quick close and that is to go straight to trying to close the prospect on the appointment by saying:
If there was a way that Connie can help you to save on your taxes and make better use of your retirement account, would that be something you would be open to hearing more about?
Going straight for the close can be an okay approach, but the problem here is that, while the salesperson is closing for the appointment, he is actually closing for the product by trying to schedule an appointment for the owner to talk about and sell her product (service).
There is a difference between having an appointment to talk more and learn about each other and an appointment where one party is selling and you can close for simply talking more by saying something like:
Are you open to having a short intro call? It would be great to learn a little more about you and maybe we can share some helpful tips or information.
Objection Responses
When you try to sell the product, you increase the odds of facing objections like, “I am not interested.” Which is what happened on this cold call in our series one of cold calling script examples.
His responses to the objections were pretty good in that he deflected the objection by asking the questions:
Is that because of the timing or are you already working with someone today?
This is what I would categorize as a current state question, and it is an okay question. In the attached video, I provide some better current state questions. It might also be good to ask pain questions when this objection comes up, or possibly before even going for the close.
Recommended Cold Call Script
For all of these cold calling script examples, we use your feedback to provide an improved or recommended cold call script. In the script below, we remove the quick close and instead ask questions before proceeding with the close. We provide this script and explain the flow in the attached video.
