In this video, we discuss how to create a cold call script that works. And we use the term cold call script, but we are actually showing you how to make a cold call outline that organizes your key talking points, rather than a script to read from.

Cold calling is one of the most difficult things a salesperson has to do. And what we show you here will completely turn what most salespeople do upside down. Not only will this make cold calling easier, but it will also immediately improve your results.

 

Product-Focused Approach

Most salespeople use a product-focused approach to cold calling, which is basically where a salesperson talks primarily about their product and company. When you apply that to a cold call script, it looks something like this:

This is who I am.
This is the company I am with.
This is the product I sell.
Do you need what I sell?
Can we meet to discuss what I sell?

Of course, there is more than that that is said, and salespeople are not that direct, but I get a lot of cold calls and almost all of them follow this general outline and flow. And while this is actually a normal and logical type of conversation for a salesperson to have, it does not position them for success for many reasons:

  • All about me
  • The salesperson’s interests
  • Prospects get sold to a lot
  • Sound like a salesperson
  • More objections and rejection
  • Prospects not in buying mode
  • Missed opportunities
  • Fewer leads and fewer closed deals
  • Selling is difficult and stressful

 

Prospect-Focused Approach

Our solution to that is to turn all of that upside down and to use a prospect-focused approach. Instead of making the cold call about the product, we are going to make the cold call about the prospect, which can take us in this direction:

This is how I help.
These are the problems I solve.
How are you doing in those areas?
We might be able to help.
Are you available for a conversation?

This approach can completely transform your cold calls with these improvements:

  • More about the prospect
  • The prospect’s interests
  • Create more rapport
  • Sound like an advisor or consultant
  • Fewer objections and less rejection
  • Sell the conversation
  • Establish more conversations
  • More leads and closed deals
  • Selling is easier and more fun

In this video, we show you how to apply this approach to your cold calling and your cold call script.