How to speak with conviction on a cold call

When you get the DM on the line start with a contract:

"Do you have 40 seconds and an open mind so I can tell you how I might be useful to your company"

Then do your 40 second pitch

Then ask, "does this interest you" then close for appointment.

Off all the calls I've done with DM, I've only had 1 guy say no to the 40 seconds

Below is an alternative that works.

Orig Thread here:
http://www.warriorforum.com/offline-...atekeeper.html

How you present yourself is very important or Maybe you called the wrong guys. Before approaching someone be sure that they need your service and that means doing some prior research. All the best pal dont give. Mistakes just makes you stronger,

I find myself changing my script everytime i get owned by a dm or gate keeper.
Problem is your not consistent. Find something and stick with it.

But i find that sometimes when i yell or talk louder and kinda slow, i get better results i dont know.
What do you mean better results? You haven't made a sale yet. That doesn't mean anything.

I havent found a way to get around a gk.
Get around the gk? Gatekeepers are your friends, not your enemy. Butter them up and have them work for you. If you try to fight them, you'll lose every time.

Yes hi, im calling to set an appointment where you and i can talk about getting you more customers from google
Ok what the hell is that? Maybe you should just pay someone to make you a script.

What does your calendar look like for this week or next week
Pin down an exact day and time. Like: "how about this Wednesday at 2PM or would the morning work better?"

I then follow up with a qualifing question and then ock and close appointment. Sometimes my voice sounds unconfident. But my voice is deep though, so i dont see what im doing wrong.
If you're not confident maybe it's because you don't believe in what you're selling. If you have a burning passion for what you're selling and know in the depth of your heart that you are proving massive value to help them grow their business....the confidence will come. If you're selling SEO, then you need to love it! Just thinking about SEO should make your dick jump.

Today, people just hanged up on me, im thinking what could have i done.
It's your opener. Burn up your script and piss on the ashes. Pay someone to make one because you seem very lost. Also, there are other ways to get clients besides cold calling. Maybe there's another method that you would be more comfortable doing? Lots of ways to get business.

Over the course of your first couple of hundred calls, unless you are using a tried and true proven one, , you are "formulating" your script ("Live" ) and finding out what works best for you. Then you get it down to a science, and it rolls off the tongue better... and you will begin say that the same way, consistently.

There are only so many things you can say to a resistant gatekeeper.... if they give you too much grief, then they arent worth it. Move on.... No one knows how to get through every single gatekeeper or even close. It's just sales.

It's easier to change your audience (as someone said) than your script. So you just move on to the next, if you dont get a favorable response. Someone will show interest. There's no harm in offering a couple of rebuttals if you like, but dont get hung up on individuals. There are alot of prospects out there.

That will change from day to day. Usually your first fifteen minutes of dialing is just finding out what kind of groove is working for you that day. If Im in a bad mood I sound insincere trying to be all sweet.... So the authoritative tone works better for me and come across as more authentic. If Im in a wistful mood, then the sweet thing works for me.... Each day you may be in a different mindset, and a different tone may work better for you.

That is a gem I dont talk about much.... But usually it takes a few minutes to figure out what tone is going to work for you for the day. This is said by someone who has faced the phone for at least a thousand 8 hour days. Some mornings I felt like it, and some I didnt. Some days I would go in after arguing with my wife, and other days I was on cloud nine.... Some days I was even sick, or having a toothache or something... You are going to be in different moods and your tone is going to change.

Seriously, on certain days I come across authoritative, and others as calm as a marriage counselor.... Just work with the tone that is most natural for you that day.

Look at the posts linked here:

http://www.warriorforum.com/offline-...ml#post9724002

You'll find a valuable opening with gatekeepers in the Little Unsure technique. I even posted an updated version in 2014 as the initial examples had been done in 2011...what works still works!

Get a consistent approach together so you know where you're at in the call. That's where your confidence comes from.

Right now you're too concerned with "making the sale".

Get fired up by the fact you're going to make a positive impact on somebody's
business. If not the current call, then one of the next ones.

I actually talked about the unsure technique alot on the old TMF forum, although I didnt give it a name or anything... I didnt invent it.... and I dont know how Jason explains it honestly, but here's my take on it:

The basic idea is that a gatekeepers job and first instincts are to "help" and to "guard".... Their immediate response when one calls selling something is to guard...they are trained to do that, however, just as strong, is their instinct to "Help".

When you say something like "Im not quite sure who I should be speaking about this to... but I was hoping maybe you could help me out and point me in the right direction..." The gate keepers mentality immediately jumps from guarding mode to "helping" mode... and suddenly they are glad to "help you out".

You kind of cut the guarding instinct off at the pass.

Works like a charm and has for years. Not with every gatekkeeper , but with alot of them. You have to play their instincts. They have natural instincts that kick in when someone says "I was hoping you could help me out".

Many times the question "who are you?", can be avoided altogether by asking for help. You may , rather, get a response like "Ummmm.... let me think.... I think you may be looking for Bob in the ______ department, give me a sec and I will transfer you over".

Jason has done a great job of popularizing this specific idea on the WF, and it has helped alot of people out. Excellent, classic technique, that works for good and logical reasons.

The 'unsure technique' also works great as an exit check. If you are dealing with smaller businesses or organisations very often the gk is a spouse or partner. Although they may not initially recognise it they are the DM.

Another thing, don't get hung up on not knowing the DM name. Even if you're getting blocked and no name is giving (because they know you're a salesperson), your mindset should be like: NEXT

There's always another record where you have the name available.

Important basic cold calling techniques are:

1. Preparation - self, environment, knowledge, and who you represent
2. Introduction - key phrases explaining and positioning yourself and your purpose
3. Questioning - help, facilitate and enable rather than assume, sell and push
4. Objectivity - the mark of an advisor - do not sell
5. Listen and interpret - do not sell
6. Inform and educate - do not sell
7. Involve and coordinate - do not sell
8. Keep in touch - keep notes and keep informed - keep ultimate ownership (by now you will probably be selling)