The “First 30 Seconds” Autopsy: How to Craft the Best Cold Call Openers
It is a harsh reality of the sales profession: You can be the absolute best at what you do, represent a superior product, and have the ability to save a client millions—and yet, they will hang up on you in less than ten seconds. Why? Because you lost the battle before it even began. New […]
Your search for the perfect appointment setter script is the reason you’re failing
I’m going to tell you something that the gurus selling “masterclass” courses won’t. The single biggest reason you’re failing as a lead generation appointment setter is because you’re looking for a shortcut. You’re grinding through b2b cold call after b2b cold call. You’re facing rejection, getting ghosted, and your pipeline is an echo chamber. So […]
Turn ‘No’ into ‘Yes’: A Practical Guide to Objection Handling
Every salesperson knows the feeling. You’ve made a concise, value-driven pitch, only to be met with a familiar line: “We’re all set,” “Just send some information,” or “Call me back next quarter.” These moments are the most critical part of a cold call, but too often, they end the conversation. Effective objection handling isn’t about […]
Stop killing your sales calls: 15 phrases to ban from your discovery scripts
Sales development is a game of numbers, but it’s also a game of words. Too many salespeople work tirelessly to get a decision-maker on the phone, only to deliver a bad sales pitch that sabotages the opportunity in the first ten seconds. At the moment of truth, they choose words that don’t build bridges; they […]
Sales script rewrite: A Linkedin message redo
Just received a pretty typical Linkedin message and on a whim, thought I would critique it for you, word by word, phrase by phrase. The analysis video is short and I provide my off the cuff rewrite at the end. Here is the message (names changed): Hi Scott, I’m Lois Price from DataSystems in Whoville […]
Effective sales script credibility statement examples
There is one mistake I see commonly that absolutely cripples your ability to be effective with cold calling outreach to book B2B sales appointments. The lack of an effective credibility statement. In fact, the lack of any credibility statement at all. Ouch. Table of Contents Credibility statements improve B2B lead generation results How are your […]
Sales Script Suicide. 3 Ways to Choke Success
3 COMMON STRATEGIC SCRIPT MISTAKES THAT COST YOU APPOINTMENTS, ACCOUNTS, REVENUE AND COMMISSIONS. 1. YOU MAKE IT EASY TO BE LUMPED IN WITH IDIOTS. Your suspects say “no” to almost everybody. Most people who call are not very good at it and waste their time. Do what most other callers do and your suspects assume […]
Sales Script Preparation: Writing Your Benefit Statements.
Writing your sales scripts benefit statements.This is the holy grail of writing sales scripts that sell. You must quickly communicate value.If you communicate value, you can mess up a lot of things and still win. Value breaks down doors. Confession time: While I was studying for my PhD in cold call appointment setting, I managed […]
Cold call opening lines that boost sales appointments
Sales script example used by door-to-door canvassers teaches us what NOT to do. This is a true story. Two office to office canvassers walked into my office unannounced. Two young men all spiffed up in suits and playing the role. While I was at my desk focusing on a project, they approached me with big […]
B2B appointment setting phrases of shame
Phrases of shame used in sales prospecting.
How commonly used words self-sabotage your prospecting efforts and snatch defeat from the jaws of sales victory.
Why do people work so hard to call call call to get Ms. Top Decision Maker on the phone… only to do everything they can to chase them away?