The way you gain confidence is making tons of reps and realizing nothing bad is going to happen Worst case scenario someone hangs up on you Someone on the other side of the country hangs up on you You’re not even a real person to them So just keep going

If the decision maker’s not in Get a callback time “No worries, do you know when he’ll be in by chance? Is he coming in later today or maybe tomorrow?” Be human, be kind, ask for their help Most of the time they’ll point you in the right direction..

Can I steal 30 seconds from you? Would you hate me if this was a cold call? The answer to that question is yes You say “did I catch you a quick second?” They have no idea what this is about So you don’t want to raise any red flags

If you’re the most competent, confident person in the world And you make it extremely clear to the prospect that you’re on their side and you’re gonna help them They would have no reason to tell you no

“We already use someone.” “That’s great to hear. Most people I speak with don’t even have something in place, so it’s good you already understand the importance of having a system for this. If you don’t mind me asking, are you guys using ____ or ____?”

Be patient with prospects - Be quiet - Listen - And sit back Reps try to convince They persuade and force a bad fit. Patience lets them open up. They share everything. Be curious, then recommend how you can help

“Not the right person.” “No worries, don’t want to waste your time. I guess, is there somebody better to speak with? Would this be a conversation for ____ or ____?”

Cold calling the decision maker? Same opener every call “Hey ____?” Just their name Say it like a question and wait Whatever they say go to the intro. Don’t change it “Yeah hey ____, this is ____ calling from ____. Did you have just a quick second this afternoon?”

Booking the meeting on a cold call? Lock the time first, then qualify “Awesome. Let’s do Tuesday at 10. And just to make sure I’m making the best use of your time on that call, I guess, how are you handling ____ right now?” Frame it as using their time well

Most SDRs are basically given a list they’re not thinking about And then reading off a script The ones who win Know the problem Have the proper messaging Go after a specific niche, specific vertical It’s not just spray and pray anymore

If cold calls make you nervous, the fix is not more confidence. It is detachment You are not on the phone to convince anyone or beg them into a meeting You are calling to find out if what you have can save them time or make them money That is it

The mistake on a cold call is making the open all about you They’ve heard that from every spam call So they shut down Give them an out “I don’t want to waste your time if this isn’t relevant, so you can tell me if it’s not” You’re leaning back So they lean in..

"I'll send that email - just so I know how to tailor it, what are you running for this right now?" You didn't refuse. You didn't argue. You asked a question. Now you're back in discovery and the email is a problem for later.

"Just send me an email." "I hear you, most CEOs say the same. Honestly it just adds homework for both of us." Then hand them something better than homework.

Every objection ends the same two ways. Got the pain already? Roll to close on it. Don't have it? Roll to a question and go get it. If you can't finish the sentence "because you're dealing with ___" then you're not closing yet.

God gave you one mouth and two ears. Listen twice as much as you talk. Especially on an objection. You cannot handle what you didn't actually hear.

Acknowledging an objection is not agreeing with it. "That makes sense" hands it to them. "I hear you" leaves you room to keep talking. One word of difference and you kept the call.

You don't have to destroy the objection. You're not asking for a purchase order. You're asking for 30 minutes. Shift the thinking just enough that half an hour looks worth it. That's the whole bar. Stop trying to win.

Guy's been running the business 30 years. He's not listening to a 25 year old. So don't be the one talking. "Everybody else who's been doing this as long as you tells me the same thing." He can't say they're all wrong.

Social proof their pain and you stop sounding like a rep. "Most people who just closed a round tell me their sourcing gets harder, not easier. What's that been like for you?" Now you sound like you already know their life.