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1 Quick Cold Calling Tip for better Conversations with Decision Makers

by Matthew North
31 replies
Prospects expect a sales call to follow this format:

Hi my name is ____ calling from ____, what we do is _____, are you interested?

Almost every sales call starts (and ends), this way in an untimely and tragic death.

By using a pattern interrupt such as:

This is Matthew North calling from XYZ. My name probably doesn't ring any bells, does it?

Makes the listener lean in, and pay attention.. and gets their mind away from whatever they were doing before you called. You NEED their attention in order to sell them, because what you choose to say next is what's going to be the reason for why they will stay on the line and keep talking to you.

After interrupting their thought process, they will be thinking: 'Oh. This doesn't sound a typical salesperson.. who is this?', and then start to really listen to you.. and get out of the reflexive pre-conditioned response to shut you down before you even begin the sales call.

It's also the start of positioning the call differently from the masses of phone calls they receive every day. You start building value from a clean slate.
#calling #cold #conversations #decision #makers #quick #tip
  • Profile picture of the author SalesGod
    Hi.... no your name doesn't ring a bell and im not interested in what your selling thanks.
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    • Profile picture of the author Matthew North
      Originally Posted by SalesGod View Post

      Hi.... no your name doesn't ring a bell and im not interested in what your selling thanks.

      It's conceivable you doing something really wrong if you hear that before you even tell them why you called.. Salesgod.
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      • Profile picture of the author SalesGod
        This is Matthew North calling from XYZ. My name probably doesn't ring any bells, does it?
        this is such a short sentence that itd be hard to do something really wrong by the end of it, unless you just sound very bored and have the wrong tone. since you tell them your calling from xyz company before that awkward pause, there going to know your selling something. once you get to that awkward pause after " my name probably doesn't ring a bell does it?" there just going to tell you there not interested because they will feel awkward once you hit them with that line and you haven't provided any value to get them engaged before letting them have a turn to talk. I agree its good to switch it up a bit but you need to capture there attention with something that matters to them before you pause and let them talk. otherwise you just gave them the out there looking for to get off the phone with you and continue what they were doing.
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        • Profile picture of the author DJ Gelner
          Originally Posted by SalesGod View Post

          My name probably doesn't ring any bells, does it?
          This is a great way to get a "no ladder" started...

          DJ
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          D.J. Gelner
          Copywriter/Storyteller
          www.djswriting.com

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          • Profile picture of the author SalesGod
            Originally Posted by DJ Gelner View Post

            This is a great way to get a "no ladder" started...

            DJ
            whats a no ladder?
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            • Profile picture of the author DJ Gelner
              The opposite of a "yes ladder."
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              D.J. Gelner
              Copywriter/Storyteller
              www.djswriting.com

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              • Profile picture of the author SalesGod
                Originally Posted by DJ Gelner View Post

                The opposite of a "yes ladder."
                makes sense.... thanks!
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                • Profile picture of the author SalesGod
                  Objection Handler: IM not Interested

                  No problem sir 30 seconds it is! visa or master?
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              • Profile picture of the author kenmichaels
                Originally Posted by DJ Gelner View Post

                The opposite of a "yes ladder."
                I have been in sales for over 20 years and I have never heard of a "no ladder"

                but now that I have ... it makes perfect sense.

                Love it, perfect description
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  • Profile picture of the author SalesGod
    Ok I didn't want to give out my perfect script but I think its time.


    Hi Mr______ my names _______ with ABC company hows your day going so far? Great!


    im calling because Id like to take some of your money would you mind if I go ahead and get that started for you now or should I call back in 20 seconds?


    Million Dollar producer....
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  • Profile picture of the author SalesGod
    and never ask "how are you today?" always ask "hows it hangin sir?" if he tells you witch way its hangin (to the left or to the right) you got the sale! Its just that simple
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  • Profile picture of the author Jason Kanigan
    Look, it's obvious that SalesGod is a traditional, features and benefits, overcoming objections with rebuttals style of salesperson.

    I don't think he(?) has heard of any other approach.

    So there's your grain of salt to take it with.

    Any style of selling will work if you commit to it. But there's more than one.
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  • Profile picture of the author Michael Nguyen
    Does the pattern interrupt work? Not sure yet, I'm still trying to figure that but from my experience so far, they still come back (some of them).

    "What are you selling?" (Its probably a UK thing)

    If they don't, they will reply "No, doesn't ring a bell" and their still thinking, "What does he want?"

    The below pattern will always work with or without the pattern interrupt.

    1. Your name
    2. Where your calling from
    3. What you want

    It all comes down to whether they're interested in what you got to offer. My experience anyway.
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    • Profile picture of the author Jason Kanigan
      Originally Posted by Michael Nguyen View Post

      Does the pattern interrupt work? Not sure yet, I'm still trying to figure that but from my experience so far, they still come back (some of them).

      "What are you selling?" (Its probably a UK thing)

      If they don't, they will reply "No, doesn't ring a bell" and their still thinking, "What does he want?"

      The below pattern will always work with or without the pattern interrupt.

      1. Your name
      2. Where your calling from
      3. What you want

      It all comes down to whether they're interested in what you got to offer. My experience anyway.
      Getting the prospect out of what they were doing and onto the call, if it's a good time for them to talk, is one of the key steps to starting a sales conversation.

      If you can't do this, you don't get "the rest of the call."

      It's one of the two main things I find salespeople are just plain bad at...and by fixing it, they see quick improvements to their results with.

      Generally speaking, I find people who say, "That won't work" and the like haven't actually used the technique (whatever technique it is).

      What works is what you stick with, are consistent about expressing, and get comfortable with. Me personally, I don't use the "My name doesn't ring any bells, does it?" but I have seen it in consultative selling programs.

      I don't use it because it sounds weird TO ME. But I DO use "Is this a bad time to talk?" religiously, even with friends and family members--because you never know what they were doing right before you called.

      That's what I've used for the better part of a decade now, and what I'm comfortable with. It sounds natural to me, and therefore it sounds natural the way I say it. The prospect pauses, thinks, and answers...and I have them on the phone for the conversation if it's not a bad time.

      Most people have no method.

      They fly by the seat of their pants. "To manage we must measure": if there's no consistency to your method, you can't measure and therefore you can't manage.

      If you change every variable at once as just about every panic-stricken newbie does, you can't measure...and therefore you can't manage.

      Pick a consistent approach and stick with it.

      Don't mix and match, this isn't a Mr. Potato Head job where you can drop in a nose from John and an ear from Tom and an eye from Jason and expect it to work. Choose the one that sounds natural to you and commit to it.

      "Whether they're interested in what you have to offer" is not the first thing you're looking for.

      If you can't have the conversation, you never get to find out, do you.
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      • Profile picture of the author SalesGod
        Why would you ask them "is this a good time to talk?" 90 percent of the time if you ask them that they will say no. Are you comfortable losing that many potential sales?
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        • Profile picture of the author Jason Kanigan
          Originally Posted by SalesGod View Post

          Why would you ask them "is this a good time to talk?" 90 percent of the time if you ask them that they will say no. Are you comfortable losing that many potential sales?
          #1 I don't ask if it's a GOOD time to talk.

          #2 I don't lose potential sales...I get conversations and frequently thanked for caring.

          There is more than one way to sell than the traditional sales model you have been working with. I don't doubt you are good at it but it's not the only one.
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          • Profile picture of the author SalesGod
            Originally Posted by Jason Kanigan View Post

            #1 I don't ask if it's a GOOD time to talk.

            #2 I don't lose potential sales...I get conversations and frequently thanked for caring.

            There is more than one way to sell than the traditional sales model you have been working with. I don't doubt you are good at it but it's not the only one.
            I agree there is defiantly more then one way to sell out of curiosity in your approach if the prospect replies "yes it's a bad time and im not interested in what your selling" how do you go about handling it from there?
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            • Profile picture of the author jamesfreddyc
              Originally Posted by SalesGod View Post

              I agree there is defiantly more then one way to sell out of curiosity in your approach if the prospect replies "yes it's a bad time and im not interested in what your selling" how do you go about handling it from there?
              My interpretation of Jason's approach (and this is something that i follow and use):

              1. Asking if its a bad time is not going to normally solicit the "not interested" response because you are just asking if it's a bad time. So not sure what you mean there.

              2. If they say "yes. Bad time." Then I really don't want to get all caught up in whatever is causing them to be struggling at that moment. You truly don't know what they are dealing with: an irate customer, preparing for a meeting with their biggest client, in the middle of a important task... i don't know what and don't care.


              What i don't want to have happen is them relating my call and attempt to get their attention away from something more important. That is equating me with something that would be highly frustrating.

              I'd just call back some other time.
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              • Profile picture of the author Oziboomer
                Originally Posted by jamesfreddyc View Post

                My interpretation of Jason's approach (and this is something that i follow and use):

                1. Asking if its a bad time is not going to normally solicit the "not interested" response because you are just asking if it's a bad time. So not sure what you mean there.

                2. If they say "yes. Bad time." Then I really don't want to get all caught up in whatever is causing them to be struggling at that moment. You truly don't know what they are dealing with: an irate customer, preparing for a meeting with their biggest client, in the middle of a important task... i don't know what and don't care.


                What i don't want to have happen is them relating my call and attempt to get their attention away from something more important. That is equating me with something that would be highly frustrating.

                I'd just call back some other time.
                This is the responsible approach.

                Too often cold callers...even warm ones...blow the opportunity because the receiver is not in a state of mind to receive anything that disrupts their flow on that day.

                Take for example my last week.

                My wife had another baby.

                One of my staff required open heart surgery.

                Another couldn't get childcare organised for after 3.30pm

                Does anyone think I might be receptive to a call?...

                ...maybe if you're a midwife with a heart surgeon for a partner and have an au-pair who has afternoons off and is looking for some extra work...this week.
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        • Profile picture of the author gypsy639
          Originally Posted by SalesGod View Post

          Why would you ask them "is this a good time to talk?" 90 percent of the time if you ask them that they will say no. Are you comfortable losing that many potential sales?
          Common courtesy mandates "Oh BTW, did I catch ya at a good time?" question.
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          • Profile picture of the author SalesGod
            I'd never ask someone " did I catch you at a bad time?" First of all even my beginners know to stay away from yes or no questions and to hit them with one right in the beginning and give them a way out? I can't think of a better way to lose a bunch of sales. If there given a choice wether they want to talk to the 10th salesman of the day or not and you ask that question they'll be extremely happy with you because you just have them a choice of wether they want to get sold or not and 90% if the time they'll say no. It really makes me happy tho that everyone is starting to sell like this because I go in after and close the deal. Because I don't care what they tell me I pitch them rebuttal every single objection Until they have nothing left in them and they either hangup or close.
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            • Profile picture of the author SalesGod
              Really sucks for new people who buy into it because they'll never become closers and reach their goals.
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          • Profile picture of the author SalesGod
            Originally Posted by gypsy639 View Post

            Common courtesy mandates "Oh BTW, did I catch ya at a good time?" question.
            And will also be followed by a "no I'm busy"
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            • Profile picture of the author Jason Kanigan
              Originally Posted by SalesGod View Post

              And will also be followed by a "no I'm busy"
              That's funny because I've been including this as part of my process for the better part of a decade and have had no trouble with it.

              You THINK people will shut the door in your face.

              That's not what actually happens.

              There are dozens of posts from people on this forum who over the years have used this step and found out how well it works.

              Again, you know ONE approach. That's it. Doesn't mean there aren't others that work.
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            • Profile picture of the author Macshare
              Originally Posted by SalesGod View Post

              And will also be followed by a "no I'm busy"
              Of course it will. Why would you give the potential customer an avenue to easily get out of the call?

              There's not a single person out there who actually wants to talk to a telemarketer. The only way telemarketing works is by roping the customer in and not giving them that "easy out".
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      • Profile picture of the author Michael Nguyen
        "Is this a bad time to talk?"
        I have used this because it sounds natural and you naturally draw them in.

        "Whether they're interested in what you have to offer" is not the first thing you're looking for.
        If you can't have the conversation, you never get to find out, do you"
        I think I may have not been clear. The pitch is to see if they're interested which is what I meant from "Whether they're interested in what you have to offer"

        If they show interest, then we have a conversation, if there's no interest then the pitch will fall on deaf ears and no conversation will be had. I want that information asap.

        That is what I was meant to say, or is this approach not good?
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        • Profile picture of the author Jason Kanigan
          Originally Posted by Michael Nguyen View Post

          I have used this because it sounds natural and you naturally draw them in.



          I think I may have not been clear. The pitch is to see if they're interested which is what I meant from "Whether they're interested in what you have to offer"

          If they show interest, then we have a conversation, if there's no interest then the pitch will fall on deaf ears and no conversation will be had. I want that information asap.

          That is what I was mean to say, or is this approach not good?
          1. Can they talk right now?

          1/2 won't pick up the phone.

          2. Are they willing to talk right now?

          1/2 who do pick up won't be able to talk right now; they picked up to find out if your call is from the Big Bad Wolf they're scared of at the moment (the "gas bill for restaurant owner" example I usually give.)

          Leaving 1/4 who can talk, on average.

          3. Do they have a Need (Want) for what you have to offer?

          Pain points, features & benefits, whatever your consistent process uses here.

          NOW that they've shown interest, you can have the rest of the qualifying conversation.


          Get your understanding and their agreement on Budget and Personality fit in place.

          Don't demo/present beforehand.

          Get a Yes or No, no Think It Overs.

          I think you've been doing to much Mix-n-Match from different processes.
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  • Profile picture of the author Oziboomer
    Personally I won't talk to any caller unless they can get the four following points across in the first few words they say to me.

    They've got to grab my attention and speak clearly...

    ..plus

    get to the point and highlight a benefit that is relevant to me immediately.
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    • Profile picture of the author SalesGod
      Originally Posted by Oziboomer View Post

      Personally I won't talk to any caller unless they can get the four following points across in the first few words they say to me.

      They've got to grab my attention and speak clearly...

      ..plus

      get to the point and highlight a benefit that is relevant to me immediately.
      I completely agree with this. Hit the nail on the head.
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  • Profile picture of the author Michael Nguyen
    Still learning from you greats!
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  • Profile picture of the author SalesGod
    If what your doing is making you money great I would to expect you to stop however if your getting a lot of oeople telling you to call back tomorrow and stuff like that you'd absolutely need to change your just wasting time when you could be closing. The thing is I hear the word " conversation " a lot. If I want to have a "great conversation " I'll call my mother or go talk to the cashier at McDonald's when I'm making a sales call the last thing I want is a conversation I have one goal in mind and that's to get to the close as fast as possible, every word is leading somewhere and leading them to the close. I build rapport quickly and increase it along the way however I never go off talking about my fishing trip last week that's just a complete waste of time. Call to close not to make friends. They'll be your friend once your great product is doing exaclly what they wanted and they love you for it now. Just for some credibility I wrote a script off a very large now public company in the green energy sector my script provides that company with over 130 appointments a day and 9 million in new sales every month.
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