Cold Call Mastery - The Ultimate Guide To Cold Calling for Sales & Business Development | Patrick Dang | Skillshare

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Cold Call Mastery - The Ultimate Guide To Cold Calling for Sales & Business Development

teacher avatar Patrick Dang, International Sales Trainer

Watch this class and thousands more

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Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

6 Lessons (40m)
    • 1. Intro To Cold Call Mastery

      0:37
    • 2. Live Cold Call - Sales Prospecting using Cold Calling Role Play

      8:43
    • 3. Best Cold Call Opening Lines - Best Way To Start a Cold Call

      13:33
    • 4. 5 Easy Phone Sales Tips

      8:47
    • 5. Best Sales Techniques To Sell Over The Phone

      8:10
    • 6. Next Steps

      0:22
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About This Class

How To Cold Call For Sales Prospecting


In this course, we will dive into a live cold call role play on exactly how to cold call and warm up prospects. The goal of a cold call is to build a relationship with your prospect and move them into the next phase of your sales process.

How To Make Cold Calls Strategy


The main cold call strategy we'll be using is using our cold call script. We're first going to start the cold call by building rapport with the prospect using tonality. From there, the next part of the cold call script is to set expectations for the call. In the live cold call, Patrick will be selling advertising services to a gaming studio.

The next cold call technique is to ask questions to identify any pains the prospect may have. In this cold call training, Patrick is fishing for pains he knows to use to later position his offer as the solution.

Meet Your Teacher

Teacher Profile Image

Patrick Dang

International Sales Trainer

Teacher

Hey, it's Patrick here!

Now, I’m on a mission to help everyday people to generate more sales for their business using the most cutting-edge B2B sales strategies.

After a successful sales career in Silicon Valley, I packed two suitcases and booked a one-way ticket to Thailand and started my journey with the aspiration of creating world-class online B2B sales training all while living a digital nomadic lifestyle.

And since then, I’ve traveled to many countries while creating programs training over +30,000 students in over 150 countries.

And over time, it became clear that no matter what country you’re from, what your background is, or whether or not you think you have the talent to sell...I’ve found that sales is a skill anyone can learn... See full profile

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Transcripts

1. Intro To Cold Call Mastery: What's going on? Everybody has patched day here. So in this video where we're gonna do is we're gonna go over a live sales role-play about Pol Pot. I'ma show you exactly how to start your whole cause, what the sane or coal cars and how you can take the prospect and push them into the next meeting and into the next process of your buying site. And within this course, you're going to learn some of the best strategies and tactics when it comes to succeeding in whole copy for a class project, what I want you to do is share the number one thing that you learned in this course and share it with the rest of the class. So if you are ready to see a live demonstration of how Poll colon works, mesure URL in this course now. 2. Live Cold Call - Sales Prospecting using Cold Calling Role Play: What's going on? Everybody has Paget in here in this video, we're gonna go over a live cold costs script where I'm going to be a business development person working at tick tock, trying to sell advertising to a gaming studios. And let's get into the live called col role-play. Hello, hey Tom, this is Patrick from Tic Tac. How you doing today? I'm doing final orders. The spout again. Well, actually, I'm a little lost. Do you mind if I take a second to tell you what I'm calling? Yeah, sure. Alright, great. I'm actually from the strategic partnerships team at tick tock. And basically what I do is I help gaming studios just like yours, reach new audiences by advertising on a platform. And I'm sure you're already familiar with tick tock rate or yeah. That's where everyone's doing those turnkey dancers, right? Yep, exactly. Wealth. Not only are we known for our trendy dancers, but I've actually been supporting a lot of mobile gaming companies, advertise on our platform and helping them get more downloads on the app store and the Google Play Store. And the reason I'm calling is because I want to take five minutes to see if it makes sense for us to work together in any way and see if you'd be interested in advertising on our platform at all. Now, by the end of the call, if we find that, hey, maybe it makes sense for us to work together, great, we can move on to what the next step would be. But if not totally fine, possess I'm fairly sure sounds fair to me. Alright, cool. Now, I actually did a little research and saw you and your team were advertising pretty heavily on Facebook, which is great to see. You know, a lot of our clients had been finding that even though Facebook is working, it's becoming a lot more crowded and expensive to reach their customers. And I was curious to know what was your experience like when it comes to advertising on Facebook recently? Oh, that's actually interestingly here. First one who has been profitable for us for a while now, but I'm in a similar situation where the cost per install has actually been going up. The margins are still oh, but, you know, if it gets more competitive in the future and the cost goes up, I'm not actually sure if we can keep getting a return on investment and comes through advertising on Facebook. Yeah, that totally makes sense. The more crowded the market, obviously, the harder it's going to be. Now, nothing I was curious about is have you ever explored different advertising channels so that Facebook isn't the only one that you rely on to get new customers. Yeah, we've been looking at a few ad networks, but the ones that I personally checked out, either R or priced or their network just isn't large enough to make spending money on the platform worth it for us. Okay. I see. And what platforms have you've tried so far? Well, personally, I checked out a couple like BLUF for info. We tried to Google ads, ma vista, but like I said again, for my initial research, these platforms didn't really seem like the best fit. Alright, thanks for letting me know. So after doing all that research, what are you gonna do next? Because it doesn't seem like finding another network, doesn't seem all that easy, honestly, Patrick, I'm the director of acquisition here, so it's my job to figure out what tough for me to expand on the end. That's what everyone wants to do and we're definitely pushing direction. But right now, I just don't really have the time to vet all these companies and to make sure that what we should even invest time and money into it. So because Facebook is just working really well right now. I just kinda been sticking with that as of lately. Yeah. Until they get that, you know, there are only so many hours in a day. You know, one thing that you mentioned that I found really interesting was that he said Facebook right now was your only source traffic when it comes to getting new customers. Now, that's actually really great to hear that it's working so well for you. But do you ever worry about what happens if you're a Facebook ad account gets shut down or the cost to acquire a customer or install might be too high. Do you feel concerned about that in any way? That's fair to say. In a way we're kind of like a one-legged store. I mean, if I could find a good power form to expand our business on, you know, that would make me feel a little more secure, definitely. Hm, that's really interesting to hear time. You know, a lot of other mobile games like League of Legends, wild rift, and Arena Valley, have really been funding a lot of success when it comes to advertising or tick tock and getting more insights that way. And because these kind of games are very similar to kind of what you're doing. You know, I actually feel like ticked off might be an interesting avenue for you to explore it as, as something you might be interested in. League of Legends, really interesting, well, maybe we can actually check this out. That's greater here. And Tom, do you mind if I go ahead and make a recommendation? Sure. Now if you're actually serious about exploring tick tock as a new advertising channels, generally, what we can do is our next step would be to set up another meeting with you and anyone else on your team that you feel we should include on a discovery car and we're going to take 30 minutes to really dive deep and understand your business and understand what your goals are, right from who you're trying to reach, how you're trying to reach them, how to make the numbers make sense. And once we understand all of your goals where we can do is create a custom advertising solution specifically for you to reach those goals. And you know, as, as something you might be interested in. Yeah, but sounds or key enemy But don't you think took talk is mainly for kids doing 20 dances. I'm not sure if people using tectonic will have, will be in the mindset of wine to download a game and install it. And because it's attention spans are short, I totally understand your point there, Tom. And you know, what's interesting is that a lot of other game studios I've talked to in the past, these are the exact same thing. But here's the thing. Attention is key, so it is the fastest growing social media network out right now, we have hundreds of millions of people coming back onto the platform every single day. So we have their attention. And even though they might be watching a lot of, you know, meme content, funny videos and dances, right, which gets them on the platform. The most important thing to realize is that we have their attention. And what we can actually do is we can help train your advertising team to create advertisements specifically for tech doc that will get you your return on investment that you are looking for. So even if people are kinda scrolling really fast and you know, maybe their attention span isn't that high. It's high enough. And if you do it in a certain way, you can actually get the installs for a relatively cheap price because, you know our platform, although it's very popular, only now, larger advertisers are starting to get onto the platform. So by coming on early, you're able to access this huge market for a cost that would be much cheaper relative to the other platforms that your chicken up. And when it comes to helping gaming studios like yours actually put up ad, create the ad and get the ROI. We have done that and for dozens of gaming CDOs just like yours, and I'm very confident based on the quality of your game and how you're running your business, we can do a similar result for you. Is that software. That's partially true. Facebook ads actually do work in a similar way now that I think about it. All right, well, what do we do from here that okay, cool. So like I said before, it can do is go ahead and schedule that next discovery car and, you know, just curious, is there anyone else you think we should actually invite on this column urine? I'll go ahead and bringing all my boss zeros. There was a VP of marketing here. Alright, great. And does this work for you? Yeah, once a once a is good. Alright. I got 10:00 AM available on my calendar has perfect. Alright. Great. So it was nice talking to you time. I'm really looking forward to talking to you and Sarah on Wednesday, 10:00 AM this week and have a great rest of the day by YouTube, right? Okay, so that's gonna be the coal car roleplay as you can see, during that call call, I didn't come in from the perspective of wine to sell cell-cell instead, I wanted to build a relationship. Asked her a lot of questions, understand what pains the prospect had and see if I can align my solution to the prospect's pain, right? In this example, Tom had the problem of only relying on Facebook advertising as a way to get new users and he can it find a better network out there. So what I did was I position tick tock as another avenue that he could potentially explored. And I didn't necessarily sell him anything quite on the first call. Instead, what I did was I listened to him, understand his pain and then I did what I needed to do to set up the next call where I'm going to dive a little deeper to understand towns problems and the company's problems. And then from there we can do a presentation or a demonstration to make sure that it's the right fit for them. So the important thing is, I'm not selling quite yet. I'm qualifying and scheduling the next meeting and that's what you want to do on your cold cost. So that said, my name is Patrick Yang and I am going to see you guys in the next one. 3. Best Cold Call Opening Lines - Best Way To Start a Cold Call: In this video, you're gonna learn the best opening lines to start your cool cause Keep your prospects longer on the phone so they don't hang up on you and move these prospects closer to buying your products and services without wasting any time, we're going to dive right into what is personally what I think is one of the best cold calling opening lines. And they're going to be many different lines that you can use. You can find it online. But from my experience, this one has worked really well and I'm confident no matter what it is you're selling, whether it's a small medium business or to enterprise, the strategies will work for you. So the opening line that we're going to go through is this. When you started your cold call, you call the person, ring, ring, ring. They're gonna pick up and here is what you're going to say, hey, I'm a little loss. Do you mind if we take a second to tell you why I am calling? So let me go ahead and repeat that to make sure you really get this down because it's super important. You get the first line, right. Hey, I'm a little loss. Do you mind if I take a second to tell you why I am calling? So there are a couple of things that you're going to want to pay attention to when it comes to cold calling the most important aspect to really connect with another person and to get them to listen to what you have to say is you've gotta build report. You've gotta build trust and a relationship with the person instantly. Because if they don't trust you or they feel like you're just a salesperson trying to sell them something. Well, they're either going to hang up right away or tell you they don't have time and, you know, you're basically you're cold call is over from there. But when you come in with a little bit of a pattern interrupt and instead of pushing an idea down someone's throat, you basically asking for help. You're saying, hey, I'm a little loss. You mind if I take a second and tell you I'm colleague? So you're being straightforward and you're telling them exactly what you want. You just want to take a moment to tell you why you're calling to see if they would be interested. You also saying that you're a little loss and you're asking for help. And, you know, people are more likely to help other people in need. So not only do you need help, being straightforward and you're telling them what they can expect on the cost. So they're not wondering, oh, witnesses guy gonna shut up. They are listening to you because you're basically asking for permission to speak. So once you see that line, people are naturally going to say, oh sure, what's up, right? They don't really know why you're calling, but they are willing to listen. They're not really sure what's going on, but, you know, they could take one moment just to see if it's important. Now the next part of the call is once you earn the permission to explain why is it that you're giving them a call? You really need to give a brief introduction of who you are, how you provide value. And then you want to provide some context and create an agenda for the rest of the car. So let me go ahead and give you an example of how I would do it. And you know, obviously you can take inspiration from it and create variations that fit for your specific market, right? Because every industry is going to be different. So I'm gonna give you an example and then we're going to bring it down line by line so you can see exactly what I am doing. So let's start from top. You know, I'd give them Cabrera marine. Hey, I'm a little lost. You might have a take a second to tell you why I am calling. They say, I'll share what's up, monies, Patrick and I'm part of the strategic partnerships team at company XYZ. And what I do is help e-commerce companies like yours generate more sales with online. Mark. And I noticed that your Instagram account has been blowing up reasonably congrats on that. Oh, thanks. Then you continue on and you say, But when I was looking on your website, I noticed that you weren't really running any Facebook ads or Google ads, and you probably already know this, but one of the easiest ways to generate revenue is just to re-target the people that visited your website and you don't get them back and see if they would want to buy something because sometimes people just need a little push. So what I wanna do for this is really just to take five minutes to learn a little bit more about your business and see whether or not we can work together in any capacity. And if we can't work together, great, we can kinda continue to what the next steps will be. But if NIO in it's not a good fit to work together, you can tell me at anytime during the call and that's totally fine. Does that sound fair to you? And naturally, the person is gonna say, all right, sure. So pretty much what you're doing is you're asking these questions to get these mini agreements throughout the conversation. And within that second block of the script that I can share with you, it's a little bit long if there's definitely ways to shorten it. If I just want to give you a full breakdown of how we would do it and you can kind of share in it based on your sale. So basically what I'm doing is in the beginning I'm can say my name is Patrick, part of the surgery partner seem at this marketing company. And what we do is we help companies generate more sales with online marketing. And I kinda use some context and references said, oh, your Instagram's blowing up. So if their e-commerce company and their Instagram is growing, the probability generating money in sales, right? When I took a look at their website and they see them without reading any advertising with Google and Facebook, which you can use using certain tools, then they're obviously missing out on opportunities to re-target their visitors to generate more sales, right? So I'm kinda teasing a problem and then kind of get an idea of what the conversation is going to be like because IT IS a problem. And thinking kinda connect the dots in their heads and be like, okay, well this guy might be able to help me with this problem. And at the end, what I do is I set the agenda for the car, right? And they say, hey, look, you know, I don't want to spend your time. I just want to take five minutes to learn a little bit more about your business and see if we can work together in any way. If you can, great, but if not, totally fine, right? So I'm giving them an opportunity to either say yes or no. So if, if this sounds interesting so far and it seems like something they want to spend five minutes to talk about, then we have a successful Kolkata and I could qualify the prospect, the see if they would be a good fit to buy my product and services. However, if anytime throughout the cod they're like, you know, a patrick, This is not for me. I already said that. It's okay just to let me know. It's okay to say, hey, this is not for me and we'll end the car and that's totally fine. So now they have options. They feel like they're in control. Because if they want to work with you, they're gonna keep talking. If they don't want to work with you, you let them know that it's okay to just say no, right in the last salespeople when they're doing sales calls, the reason why it doesn't work is to keep forcing. Yes, yes, yes, yes, yes, down someone's throw in a feels very uncomfortable because they feel trapped. But if you give a yes and no option, especially in the beginning of the call and you can tell them they can hang up at any time. Well, now you're different. You're like you're not like every other salesperson out there. You're giving people options. You're just trying to help in. If it's not a good fit, you can let them go and continue on with their lives. And people really respect that because you're respecting their time. In the last question that I asked at the end of that, is does that sound fair to you or I could say Is that okay with you? And again, you're getting these many agreements if they're saying yes, that's okay with me, then you earn the right to move into the next step of the cocoa. But if you don't ask these questions and unconscious moves on by itself, people may not be okay. Maybe they want to say no right there. But then you just kept talking as a salesperson. Some said you've got to ask these questions to check the temperature of the prospect throughout the car to make sure they're actually interested. Because if they're not, it's okay to move on to the next car, but if they are and they're telling you they are, well, now you're going to be more successful when you doing cold calls. So now that you understand how to run the beginning of your co cause, the next step is really just to qualify the prospect. Identify their pains, right? So if you identify that this is an e-commerce company, they got a lot of traffic to the website. They're not retargeting, so they're missing out a lot of money. Or you gotta ask questions to identify the pains, right? Because you want to vet out these prospects to see if they're even qualified to work with you write because not everybody has money to buy your products and services. So you gotta gauge whether or not this is something they want to invest in. For example, if they're making a lot of money, but they don't know how to re-target. They don't know how to do ads, but they're willing to spend money for someone to do it for them would be a great fit. However, if you find that, hey, maybe they have a big instrument of following, but they're not generating any sales. So retargeting is not gonna do anything if they can't get any sales right off the bat. And if you don't have money to pay you, then it's your turn to kind of end the conversation and say, Hey, it's not good for you right now, maybe in the future, right? So you're qualifying the prospect as much as they're qualifying to see whether or not they want to work with you because if it's not a good fit, then both sides cannot win. But if there is a good fit, then it's a win-win relationship. So basically, all you gotta do is ask questions. Say like, hey, just curious. Have you ever ran ads before or is this something you ever considered? They say, Oh yeah, we tried it before but didn't really work. So you ask more questions to kind of uncover the pain. Understand why didn't it work to see if you can make it work for them. So you could say, okay, that's pretty interesting. Well, he told me a little bit of what you tried in the past and I'll see if I can help you in any way. And they'll say, okay, sure. So we tried this file, blah, blah. I tried to do myself. It didn't work and, you know, basically you don't, you can't really predict what the prospect is gonna say because everybody has their own unique story, but you've gotta ask questions to keep learning. So if they say they tried to advertising themselves, but it's too confusing and you can ask them, well, what exactly is confusing about it, right? And you go in more detail of what's stopping them from achieving success. And then from there, once you uncover more and more pain, get really deep into it and understand what is blocking them from achieving their goals. Yet to really paint the picture of what exactly they want or the results they are looking for once you've kinda identify the pain. So if their results is they want you triple revenue by the end of the year. But they don't know anything about ads, but they feel like that is probably the route because organic traffic is too slow, then, you know, you start painting a picture for them. You ask questions like, hey, you know, I'm just curious, what would you like to happen by the end of the year? You know, what are your revenue goals? And they're going to tell you, and they'll say, oh, I want to make a million dollars a year. And then you say, okay, great, that's a pretty ambitious goal. Well, is there anything that's stopping you from actually achieving those goals, right? Yes, no questions like they'll say, well, you know, right now, things are going well, but it's not growing fast enough. We need a way to really juice up sales, okay? So then you ask more questions to see if paid advertising, which is something that you specialize in, can be the solution to where they already want to go. Because if you can make this Align Right, then there are a lot more likely to continue the car and buy from you in the future. The main point thing is during the pain process of the cold call, you really need to understand what is their problem, what's stopping them from their goals, right? So let's say do they wanna make more revenue, but they don't know how to do it or do they realised that by not running ads or leaving a lot of money on the table, which is like just free money. They just need to know how to run an ad, but just don't know how to set it up. Or maybe they have a marketing person on their team, but that person's not very skilled and maybe they can pay you to train that person to learn how to do the ads themselves, right? So there's many different variations or solutions that you can provide depending on what is your core service or product. But you wanna make sure you uncover these pains and try to align what you're selling as closely as possible to their pains to see if you can get them to the desired solution. Now the next step of the process when it comes to the cold call is to actually close out the call and set up the next meeting. So for a lot of deals, let's say if you're selling a package for, you know, thousands of dollars, it's pretty unlikely that somebody will pi your services or your product on the first call, especially if it's a cold call. I've never met you at all. And this is the first time we're meeting you and, you know, there's not enough rapport and trust built, right? Maybe they want to learn a little bit more and maybe they need to watch more videos or maybe they need to see some more case studies and prove that whatever result you're promising them, you can actually deliver. So what typically happens next is you want to close out the car or you want to respect your time and you want to schedule the next meeting in your sales cycle. So typically for a cold call, you really just qualifying the prospect to see, hey, is this person a potential fit to buy my products and services? If it's a yes, let's move to the next step, which is usually a demonstration or presentation, or let's say a breakdown of the business and you know, you showing how your solutions can help them achieve their goals. So typically it's like a more longer conversation where it's more of a presentation. So once you pitch your products and services, they seem like they're interested. Then you say something like This. Sounds like this is something we can really help you out with. Do you mind if I share it with the next steps would be if we were to work together, they'll say, okay, sure, why not? And you would say it typically what we'll do is we'll schedule another meeting where we'll take the information that you shared with us on this call. We're gonna give you a little presentation on exactly how we can help solve your problems, generate more sales and XYZ, right? Whatever it is that you talked about on that call, is going to be a simple 30-minute presentation. And by the end of the meeting, we're both going to have a very clear idea of whether or not it makes sense to work together and if it does, great, if not totally fine, is that okay with you? And they're gonna say, all right, sure. So basically, by saying it this way, it makes it very obvious where the next up is just scheduled next meeting, See that presentation and decide whether or not you want to work together after that presentation. If it is, yes, great, gets sale. If it's a null till we find, we move on to the next person and then you follow with them in the future to see if maybe they want to buy later on. So from there, what you wanna do is you want to make sure you schedule that next meeting on that car, right? You don't want to do it over email later on. You want to do it at right there, right now, right. So you basically just say, hey, look, there's this week or next week work better for you. They're going to say, next week is good for me. Okay. And then you look in your calendar, you say, okay, well, I'm free on Wednesday and Thursday. Which day works best for you? And they're gonna say, There's a spine, okay. And then you look in the calendar guy and say, okay, well, 10:00 AM is looking pretty good for me. How somebody who they're gonna say. Yeah, that's that's it seems okay with me. Okay, great. I'm gonna send you a calendar invite for it. There's a ten AM and I wind and sun, your email or recapping everything we talked about. So you make sure we get this all down and then you ask them, you know, Is there anything else you want to talk about before we kinda end the call right here? They're gonna say, you know, I think we're good. I'll see you next week and say, OK, great, see you next week. Bye, boom. And that's pretty much it. And that's pretty much the process you want to go through when it comes to open your cold call and qualifying the prospect and the scheduling the next meeting. And in the next meeting, either you're gonna do the presentation and you're gonna show them whether or not they should buy or maybe another person in your team, like an account executive with a person that closes deals. Maybe they're going to be in the car and they're going to try to sell the customer, right? So every organization's a little different, but that is pretty much how you do your cold calls in a nutshell. And so with that said, my name is Petra Dang and I will see you guys in the next one. 4. 5 Easy Phone Sales Tips: Selling over the phone can be one of the most challenging parts of sales. You're constantly facing rejection. And sometimes when you're not doing so well, you kind of think, you know, are you even cut out to be a salesperson. And I know for my career when I first started, I kinda felt the same way. But over the years as I stuck through it, got more experience and got more insights. I kinda figured out what works and what doesn't. So what I wanna do in this video is share some of my best tips when it comes to selling over the phone that you can apply right away. So you can start turning total strangers into paying customers. And you wanna make sure you watch this video until the end. Because if you ever felt like you are not a natural and sales and, you know, it's kinda difficult for you to communicate with people effortlessly. I'm gonna show you some tips that will dramatically increase your success when it comes to selling over the phone, even if you are not unnatural. And we're gonna help you get to the place where you want to be. Now, the first tip I have for you when it comes to selling over the phone is through actually create an environment where you can focus. Now this is extremely important, right? Because I know that when you're selling a phone, sometimes if you're in an office and you got a bunch of people around you, it can feel kind of weird because it may feel like people are judging you on how you're doing on the call or if you make a mistake, if feels like everyone's listening and it kind of throws you off, right? So when you're doing your sales phone calls, right. And if you're working in office, if you can, you can also do you wanna make sure you have an environment where you can focus? So that means if you're taking a sales meeting and it's a scheduled meeting, well, can you take it in a conference room where it's just you and your customer over the phone. Or if you're taking it at your desk, you wanna make sure that nobody is bothering you and nobody is coming in and trying to chat with you when you're on the phone. And if you are working from home and you're selling remotely, you wanna make sure you are in a room, close the door, lock the door, and make sure there's no distractions. You don't have any pets bothering you or anybody living in the same house or apartment bothering you, they know that you are working and you can a 100% focus in talking to your customer. If your environment is distracting you and the customer can feel that you're not paying a 100% attention. It makes a difference, right? Because people buy from people that they'd like. And if you're distracted and you're trying to just manage everything around you, then you can't focus on selling. So make sure no matter what you're selling situation is and what your environment is, create a place where you can focus and pay attention and help your prospect. The next tip, a half u, is it's important to have the intention to help versus cell. So what does that mean exactly? Well, a lot of salespeople, when they go into a sales meeting, all they really want to do as cellae, cellae, cellae because there they only care about generating commissions for themselves and making more money. Now that can work, but it's not the right approach because people can feel it when a salesperson as being too pushy and said what you wanna do is you want to come from the perspective of helping. So instead of just thinking about yourself and making more Commission, think about how is selling your product or service going to change the prospects life for the better. Because when you come from, in, from that perspective, people can really feel the difference. And if you have a great product and service and you demonstrate. Life-changing. It can be, well, it's going to be easy for people to buy whatever it is you're selling. But if you're just seeing like you bye-bye, bye-bye. Well, people don't want to buy the fuel like it's weird because you're pushing so hard and they're thinking to themselves, why does this person pushing so hard is something wrong with the product? Is he trying to trick me into buying something, I don't need it. So have the best intentions for your prospect. If the person shouldn't buy your product and service, don't force it on them, let it go. But if you qualify them and you know that if they bought this thing that you are selling well, completely game-changer in their life. Well, you know, come in with that intention and people will feel it. And you'll probably start generating more sales because people like to buy from people that they like. Next tip I have for you guys is let the prospect talk 80% of the time and you yourself will be talking 20% of the time. So what does that mean exactly? Well, in a sales meeting, you wanna make sure the prospect is talking all the time, right? You're asking questions and getting the prospect to tell you about their situation, what their pains are, what their ideal situation is. You kind of see how you can help them get from point a to point B. Now, I personally myself have been in sales meetings where I'm the buyer and someone is selling to me, right? And a lot of times what happens is the salesperson will be talking 80% of the time and barely ask me any questions and they just tell me, go on and on and on about why they're so great and things like that. But I really don't care about what they have the same, right? Because it's natural for a customer to care about themselves and what they want. So if a salesperson who's talking so much, how does that salesperson even know the prospect is qualified to buy the product or service. They don't, they're just pushing, pushing, pushing without qualifying. So that's why you want to talk 20% of the time, ask questions so that you understand where there's customers coming from, what their goals are, and if you can help them achieve their goals, is going to be an easy sell. But if you're talking all the time and you don't really understand who this person is and why they should buy. Well, they're not going to buy and you're, you're going to wonder why. But if you're asking questions, you know exactly why they don't buy in it, they don't buy. You can ask more questions to see what are these objections and if you can overcome them, now, if you can overcome them, great, you get more sales. But if you can't, you learn and you understand what type of person is not a good fit for your product and service and you take that information and you'd go into your next sales meeting more equipped to actually close more deals. And speaking of objections, The next tip I have for you guys is to have a backup plan. So no matter who you're talking to and what kind of sales meeting you're going to go into or your product or service is you always need a backup plan because you will not get yes. A 100% of the time people are gonna see no for different reasons, right? So if you know the common objections for why people will say No, you want to prepare that ahead of time, right. So that when someone tells you that objection, you already have an answer ready to go to over come it. But if you don't prepare at all, you don't write down or memorize what these objections are ahead of time while you're going to be free sailing it every time you go into a meeting and it's kinda difficult because yes, if you freestyle it, sometimes you might get it right and you overcome the objections, but sometimes you may fumble on your words because it's your first time saying pitching your product in a certain way to overcome that objection. And if it's not good enough, they don't buy. So whatever common objections that you get a write them all down. And then when you come across a customer that has an objection, you already know what to say and what to do to get over that objection and get them to buy. For example, if you're selling, let's say a social media marketing services, right? And you're selling to a brick and mortar store that doesn't do online sales. That brick and mortar Sarah might just say like, hey, are, you know, there's not really something I'm interested in. And then, you know, a common that's a common objection, right? So you can see some pretty interesting. So it doesn't seem like you want to generate more sales online and you want to solely rely on brick-and-mortar for your business is I write, even the prospect will be like, I didn't say that. I mean, like this are realizing how much of a big opportunity there missing on the online weren't generating online sales. And then you start bringing up the conversation again and you start handling those objections, right? So that's only possible when you think deeply about why people are coming up with these ejections and how you can see the perfect line to handle objections to get the conversation going again. And then get them to really think about, you know, using your product or service in whatever it is. And then the final tip I have for you guys is you want to always have the next step in mind, meaning, you know, what is your call to action? What do you want to happen at the end of a meeting, right? So in your first meeting, you know, if you have a multi multistage sales process where you need multiple meetings, do the first one and that's just a qualified prospect. You wanna make sure that the end of the meeting, you know what's going to happen. You don't want to leave it at o I'll call you back or, you know, let's be in touch. You wanna say, okay, hey, look, you know, seems like you're really interested in our products and services. Seems like you have real pain that we can solve and that's cool. But I want to do for our next meeting is actually scheduled demonstration where I can show you how we solve Europeans in this particular way. And then you need to schedule the meeting from there. So you kinda see what I'm doing. It's like that it's a natural transition from the first meeting to the next. Or if your goal is to close them on the first call, you need the perfect seal script to close on the first car, right? You'd never want to leave it up to chance and Free salad. You always need to have the next step in mind when the prospect, and if you want to schedule another meeting of a prospect, that prospect has to know exactly what they are getting the next time they are meeting you. Because if it's not clear and if you're just saying that, Hey, we should just have another meeting, they're not gonna take the meeting because there's no real reason to. So you have to clearly share with them why you need that next step and what exactly needs to happen in the next step. And so with that said, those are going to be my five phone sales tips that you can use right away to start increasing your chances of success. If so, that said my name is Patrick Dang and I will see you guys in the next one. 5. Best Sales Techniques To Sell Over The Phone: In this video, you're going to learn my best sales techniques to sell over the phone and close more deals. So that said, let's go ahead and get started now, diving right into it. The first seals technique that I have for you is to let the prospect feels like they are in control. So when you are selling over the phone, and this also applies to even if you're selling in person, right? You always want to make the prospect view like they're in control. Because if people in general, not just in sales but in everyday life, if they don't feel like they're in control and then they feel like someone's pushing them into a direction that they don't wanna go. Well, they suddenly become very uncomfortable. It's very difficult to build rapport with somebody who feels uncomfortable and doesn't trust you. So that's why you always need to make the prospect fuel like they're in control. But in reality, we all know that the salesperson is actually controlling the entire conversation and is controlling the entire sales cycle. But even though that's the case, that salesperson, if they're good, they need to make the prospect feel like they're in control. Make the person feel like they have choices. And that's how you're going to be able to build more trust and report. So how exactly are you supposed to make somebody feel like they are in control? The secret to this is actually just to ask certain type of questions throughout a sales meeting. For example, if you were to start off a meeting, right? You don't want to just go straight into the pitch. You want to set the right expectations. You want to set the agenda for that meeting So you know, or the prospect knows exactly what they can expect on their car. Because when someone knows what they can expect, they feel like they're in control. They feel like they're not going to be surprised by, you know, like a crazy pitch or something like that. But instead they agree to everything that you ask. For example, I can say something like this at the beginning of immediate page on. So what I wanna do is take ten minutes to learn a little bit more about your business and see if we can work together in any way. If we find that by the end of the call there is a fit for us to work together. Great, we can move on to the next step. But if we find that, hey, maybe it's not the best fit, totally fine. And we can't just end the conversation right there and we go our separate ways. Is that okay with you and John or whoever you're talking to will say. Sure. Sounds fine. So what I'm doing is I am asking question and I'm giving the expectations of what the person can expect on the car. Either it's a fit to work together and we're going to, that person's going to buy cool or if not going to be a good fit and they could just walk away in no feelings are hurt totally fine. So that person, you know, they're gonna have two options. Either they're going to buy or they're not going to buy and be feel comfortable with saying yes. And they also feel comfortable with saying no. You want to set those expectations in the beginning, otherwise people won't feel comfortable telling you. No. No is very hard to tell someone because you're kinda rejecting them and you don't want to hurt their feelings. So a prospect, maybe they're not really interested in your products and services, but because you never gave them an opportunity to back out, well, you know, they don't want to say anything and you just go through this entire cells process. In the end, they were never going to buy anyways and they're gonna say no. So you might as well, given that option in the beginning and throughout the call, you're going to want to ask these kind of questions to check the prospects temperature, see if they're interested in what you offer. For example, if you were to pitch your product or service, you would say, hey, do you mind if I go ahead and share a little bit about what I do and how I might be able to help you. And they'll say, yeah, sure, a share of me. Then when you earn that permission, then you can pitch. That's very different from, let's say if you just kinda pitch your product and services that hey, this is what we do. There's how we help this, how much it costs because it's too upfront right away. You have to earn the permission to pitch and you have to check the prospects temperature throughout a sales call to make sure that they're interested throughout the car. And anytime the prospect is not interested, and they say, no. They say, you say, hey, look. Do you wanna go ahead and share a little bit what I do and how it can help you. If they say, no, I'm not interested, then you can say something like, okay, totally fine. So it seems like this probably not the best use of our time. Right. So do you mind if I go ahead and end the call? Right. And then they might say Sure and the call or they might say, oh, that's not what I meant. I'd kinda meant this, this, and this, and then you kinda continue the conversation if they still want to continue. But if it's not a good fit and the culprit there right, could you don't need to waste time on the cold prospect, you just move on to the next one, someone who's more warmer to. So now that you've got the prospect feeling comfortable, they feel like they're in control. You also want to make sure that throughout the entire sales cycle, whether it's the first cold-call, second meeting, presentation, negotiations. You always want to make sure you understand the prospects. Ping. And like I always say, if there is no pain, there is no sales, you've gotta ask the right questions to understand what problems the person has and see if you can't provide a product or solution that will solve those problems. So let's say you are selling web development services, right? And what you do is you, For example, outsource software development it right? So if you're reaching out to companies, let's say in the US, you know, you have to understand why is it people would buy from you, what problems do they experience? You have to have a general idea of what these problems are before you even get into the sales, meaning before you call cart, before you send your cold emails, understand the prospects of problems. For example, if a star has a lot of money, there is a lot of money, but they're having trouble hiring talented engineers to build a software product. Well, the problem might be they can't find the right people with the right people are too expensive and can't afford it. And they were looking for somebody that can't do a great job at a cheap price. So if you are a web development agency or software development agency, and you got people who used to work at Netflix, Google, Apple, Amazon. And then you created this company where you can outsource development. And because everyone's an expert and you have economies of scales and you're inefficient, it would be cheaper at the hierarchy, your agency than to hire a full-time people? Well now you've got a value proposition, right? Because you can provide great service at a cheaper price compared to what someone else can get in the market. So if someone can't find talent or talent to expensive, well the pains are they identifying talent and the talus too expensive? So your solution is, hey, I can make the problem go away. We've got the best how it at affordable price, no matter what your sellers, whether it's, you know, service where you're outsourcing something or maybe you're selling a product, you need to understand the prospect's pain and why they would buy. And you need to ask these questions or questions that will uncover their pain, right. So things like, how long has this been a problem? Have you tried anything to fix it yet? Why hasn't worked? Well, where would you like to do in the perfect scenario? What would you want this to look like right in the start? Painting a picture of their pains and what they want. And you kind of see, can I help this person or not? And the last tip I have for you when it comes to selling over the phone is to position your product or service as the solution to the pain, right? Once you uncover the pain, peoples are talking, they trust you. They're telling you their deepest problems when it comes to their business. And they're kind of sharing, you know, what they want to have. You want to make sure that your product or service fits the bill and fits their problems and can actually make a problems just go away, right? You're basically a doctor. You're saying, hey, what are your problems? Okay. I see ICIC. Have you tried to would you tried so far? Okay. Okay. Okay. And you know, once you really understand the problems when you start pitching your product or service, you really want to tailor that pitch on the fly to specifically address those problems. If somebody said, we cannot find the right Engineers or the engineers that we see are just way too expensive and it's overpriced. Then when you pitch your services for, let's say web development, you say, hey, look, you know, we understand that a lot of companies out there, especially startups, they can't find the right people or the bright people are too expensive. And so what we have done is we created a service where we actually have people that used to work at Apple, Facebook, Amazon. And we basically put together in an elite team where we can do development work for you. We can do high-quality development work quickly at an affordable price because we already had the economies of scale. Just curious to know if this, is this something you're interested in. And then they'll say, oh, that's exactly what I need to tell me more, right? And so in pretty much if you've got a good product or service, right, the sale is actually not that hard. You just need to identify the problem and see if that product or service fixes our problem. If it fixes it, and people can see it and you can clearly articulate that during a sales, meaning it's going to be a relatively easy sale because it becomes a no-brainer, right? If you are the better choice compared to all the other options they have, easy sell. And so those are gonna be some of the most powerful phone sales strategies you can use to really uncover your prospects pains, and move them closer to closing a deal. And so what that said, my name is Patrick Dan, and I will see you guys in the next one. 6. Next Steps: Now, if you're getting any value out of these courses, make sure to leave a positive review, sharing your experiences. I read every single review and I really do appreciate your feedback. 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