World-class cold calling isn't about: Fancy permission-based openers and clever rebuttals to objections

World-class cold calling isn't about:

⛔️ Fancy permission-based openers
⛔️ Clever rebuttals to objections

It's about your ability to get problem acknowledgment.

And to do that? You have to do some discovery.

I repeat. You have to do some discovery.

Is it 30 min? No. But the best cold calls last a lot longer than 2 min.

Here's how to land stronger meetings with an 80%+ show rate

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Find a problem.

The best way to find problems is by asking about them. But tread cautiously—no one likes to lower their status by admitting weakness to a complete stranger. Or put their team or another leader.

Here’s what you want from the prospect:

⛔️ Admit I have a personal problem
✅ Share a problem I have in common with my peers

This is best accomplished using a technique called question stacking:

[context] + [open-ended question]

Question stacking demonstrates credibility while making it easier for the prospect to answer your questions.

Here’s an example:

Prospect: “...wait so who are you with?"

Rep: “Again, I’m with ABC COMPANY. We’re a CX solution many outdoor ecomm brands use to find a balance between delivering a world-class customer experience—and reducing the cost to serve their customers. Chatbots oftentimes don’t answer questions well, and customers end up calling into customer service anyways. How does that compare to your experience?"

See how much context this question provides to the prospect? It’s open-ended but laser-focused.

You also bring a "give." You're sharing an insight from their peers.

You’ll know you’re done here when the prospect shares a problem or pain point your solution can help with.

There's ZERO incentive for your prospect to show up to a meeting without an acknowledged problem.

Agree or disagree?