The Only LIVE COLD CALL You Need To Watch
HTML-код
- Опубликовано: 21 сен 2024
- In this video I demonstrate making a cold call to a UK based Managing Director. He's the owner of a multi-sited multi-million pound business.
It is an unscripted, unplanned cold call, recorded live. No editing.
You will see many copies and imitations of my style, enjoy them but only learn and buy from the best.
You can now access my FULL Telephone Prospecting Bootcamp here: wwww.salesmatrixcourses.com
Its the psychological nuances that people miss here too. When they say 'yeah' Benjamim quietly says 'yeah yeah yeah' positive reinforcement. When the prospect says 'of course' Benjamin repeats 'of course' quickly. Its these little brain hacks that work fantastically alongside the approach.
Interesting, does this type of rhetorical technique have a name?
@@sebc3546 it draws on NLP techniques. Quickly repeating words of the person you're speaking with is known as the echo effect. Shortcut to building trust.
On the money. Especially when the prospect talks about the exact problems he needs fixing. When he says "activity" Benjamin whispers "...activity..." and then he said "talking to more of the right people" Benjamin interrupts "TALKING....to more of the right people" it does two things
1. It gives the prospect the comfort and assurance that Benjamin is actively listenings and that he feels like he is being heard and that the problem he faces in his business are important and that Benjamin can relate and understand. Its the psychology behind tapping into the prospect's scripted child-like behavior. The need to be heard... i.e Look at me mum, no hands... NOT Positive Reinforcement. There is no reward based system in play here.
2. second... figure that one out and you will never need to pay for another sales taining session again..
Well said, man. Very preceptive.
@@sebc3546 Mirroring
I like it how he didn't bother repeating the question when the call almost dropped. Just kept the momentum going, which was smooth. I tend to start strong but lose momentum at some point in the call.
Jordan Belfort said it was like his team had discovered fire after he taught them the straight line method - this is how I feel after watching this! I was dozing off in bed - now I'm sitting upright - smiling from ear to ear and wide awake. Well played sir.
I've just read "Never Split the Difference..." by Chris Voss and what was done there in that call was pretty much what is taught in that book. Brilliant.
Honestly I must come back to this video at least once a month just to see how sales should truly be done, I honestly smile from ear to ear everytime I see this video. Great work Benjamin 👍
Get the whole thing and more here
www.salesmatrixcourses.com
Your time is just as valuable as theirs. You are just as busy as the prospect and have things to do. Well done.
Watched this so many times, this helps me rewrite my pitch. Thanks Benjamin, you are so genuine and straight forward!
Did it affect your sales numbers in the end ?
@@jleigh313 Solid reply from @srikaraditya96, love to see it helped so much he swore off youtube!
"Would you like to hang up, or let me have thirty seconds?"
"If you don't want to talk to me at the end we can end it here, sound fair?"
I love how he's being detached here. He sounds like he doesn't want the sale, which makes the prospect to feel safer.
Honestly I must come back to this video at least once a month
I came here 3 years later just to see the coldest line ever: 0:31 "The key to cold calling is not to care what the outcome's going to be" the accent is 80% of the line hahaha.
🎯 Key Takeaways for quick navigation:
00:17 📞 Cold calling requires detachment from the outcome and proposition rejection.
01:22 📞 Successful cold calling addresses bottlenecks, reluctance, and cringeworthy communication.
02:19 📞 Identifying the right people, engaging decision-makers, and sounding credible are vital challenges.
03:48 📞 Cold calling success hinges on helping prospects and setting up exploratory meetings.
05:15 📞 Agreeing to be honest about compatibility during and after meetings is essential.
06:16 📞 Preparation for potential cancellation and discussing next steps shows professionalism.
07:19 📞 Successful cold calls gather information without revealing too much about the caller.
Made with HARPA AI
yo thank you for that, this AI is stupidly good, glad ive found it
❤
This was fascinating. I left food sales for the police service a few years back and watching this has just made me want to go back to it.
Great stuff
You sell food? What salesmanship do you even need? 😅
It's only a flash of a second, but the "cut off VM" was like solid gold for me, turned my vms from a waste of breath into a way of getting callbacks within a day.
where can i learn about that? been trying to search it and can’t seem to find it
I'd love to know this, too.
@@Windmilliscool Hey I was looking for it and Benjamin talked about it on a podcast. Basically it goes like this:
Leaving a voicemail: (their name), (Your name), my number is XXX, the reason I’m calling is I’m having a chat with a colleague of yours and they suggested that "HANGUP." (Take a note of who you leave a vm for)
Someone rings you back: Hey (Your name) speaking (in a grumpy voice) - Yes I had a vm from this number but it cut out - Who is this - It’s Richard at ABC - Oh Richard you’re going to hate me, I was actually a sales call, I bet you’re regretting calling me back now - Ahhhhh - Do you want to hangup now or let me have 30 seconds.
The reason this works so well is because curiousity kills the cat, ben said about 40% of the time you will get cb's because they are eager to find out what it is you were calling about. I've put the 2nd paragraph down because as Ben said, if someone rings you back, they aren't going to just hangup on you because they put in so much effort to ring you back so they are going to hear what you have to say.
I hope this helps!
@@Windmilliscool .
Please share
Honestly you are the smartest salesman alive! you hit every trick in the book. Amazing.
Another key to cold calling, besides not caring about the outcome, is to also not care about losing your job. What can make a strong sales person is to have a true passion for sales and your employer's solutions. This should produce an unscripted natural opening and flow.....whether approved by your sdr manager or not. SDRs must speak from a place not dictated by sdr manager but dictated by passion.
A really good part was when he asked you a question, what do you do? You didn't gloss over it like most sales people, you indirectly answered it and then led to next step. Very well done.
Youre a gem.
All i needed to hear
"They cant reject you they can only reject your proposition"
I will do the cold calling tomorrow morning
hows it going
This is why I subscribed all the other channels telling you what to do or just not posting the rest of the call. Start to finish 10/10
I ve just discovered this channel and wondering...how is that possible never heard abot before - 11 years as a Salesman.... Yeah, that was really impressive and WOW effect but for all of those that thik that you have to be kinda magician... no, it can be seen at a glance and heared afer few words how structured and how well this is thought out to conduct that call, being not rude and leve the right to say no for your prospect. Really well done and going to explore more.
I set 3 appointments in 2 days using just this. Thank you for sharing!
You're so welcome!
This is incredible, how you're providing a hook, getting investment, making them feel like they're in control while also using that consistency/commitment bias, getting them to say "no" instead of forcing a yes, and a whole host of other factors. Very impressive
I know!
Loads more here, too:
www.salesmatrixcourses.com
This was amazing. I thought this was so clever and told myself I would try it. It felt so odd though that it took me a full calls to finally say that opener and it worked! For the last couple of weeks every 4/5 will laugh and let me keep going. However, yesterday, the one person who said no was the first call my boss heard with this line and basically scolded me and said that was terrible, " you can't give them a way out, because they will take it. I don't like it and you can't be saying that." Now I'm back to being forced to just speaking without giving the prospect an option to say no to me....
Unfortunately your boss has no idea about the skills or psychology of prospecting.
I just had that said to me by a sales trainer... And he added he would ask the prospect "if you can't talk why did you pick up?" if the prospect tried to end the call.
The guy is getting new customers and calling that a training. And it IS! Well done Sir!
That shed was LIT! Skill all the way! I used to cold call private peeps for hobby mag subs, and I was the _best_ at it on the floor. Part of what I did was very similar to what this guy did, i.e. always be completely genuine, and always offer them a way out. The reverse psych here is that it actually commits them _more,_ because the ball is in their court, so to speak. Ofc I was also helped by knowing for a fact that my particular mag was _the best_ in the market on that particular topic (big game hunting). So, despite being a bit of a non-hunting city slicker, I could still related to these guys due to having been brought up on a farm. Very important detail. If you can't relate to them, it becomes a lot harder to sell them.
Fantastic cold call, do you ever hear people tell you that the opening/value prop is too long?
As an edit: I mashed your script with mine and used it on a VP at one of the universities near where I live. Straight up killed the meeting and had an in-depth 10 minute call. Booked the meeting
well done to all the actors on this weird carnival ride - from the fake comments, to the fake client, the fake video friends, the fake script and actor, I LOVE IT!
LOL. You've clearly never made a call.
@@benjamindennehy I've created PLENTY of fake comments and content on YT and I know it when I see it ;)
@@smartalecc clearly you don't. Keep trying though.
Very Risky but very confident takes you stand out from others
I think it helps having a NZ accent in the UK but i 100% condone the ending of "can you think of any reason why you wouldnt turn up? Like you won't get off the phone with me and think, "who's this absolute sleazebag I've just agreed to meet with"?
Gets a laugh, reaffirms commitment and reduces no-show %.
Even the most seasoned learn something new.
Lol my pitch was slowly turning into this and my last sales managers kept trying to steer me away from this type of banter, glad I left the company
Wise move.
This needs way more views
Thanks for sharing this... it's like an injection of dopamine 👍👍👍😂🤣😂
Bravo sir. Nicely done. I learned several things from this one clip that I am going to put in use first thing Monday when I begin cold calling these doctors.
Sure is! Keep coming back, share and subscribe - even better, buy my courses ;-)
loved the video, and loved your approach. rethinking my strategy after watching this, thanks for the value!
Glad it was helpful!
I’m using this approach for door 2 door sales. I think this would help me a lot
My take away: don't use a frickin' script, talk normal, ask permission to enter into a sales call, and make easy qualifier questions that are presented so the prospect thinks they have made the decision. Maybe they're watching from India to re-train their sales people.
he has a script - it’s just executed brilliantly
Absolutely brilliant. Thank you for making us all better
Glad you enjoyed it
Smoother than silk! 🙌🏼
Most definitely!
Love you...where were you all these years..you are an Oracle.
I just loved the video, it was so natural.
Really amazing! I want to have that confidence.
Start here next week to get that confidence.
www.uksmosthatedsalestrainer.com/bootcamps
You're great. You've helped a lot with my fear lol.
This guy is a beast at cold calling wow
This is gold, pure genius
Sure is! Keep coming back, share and subscribe - even better, buy my courses ;-)
Tuning in from the US, I greatly appreciate your content. Do you pull some of your approach from Claude Diamond and Chaldini?
That was very smooth
Learned this from Uncle G...great formula
I would actually pay to see more of these, I'm sure many others would too. Here's an idea - what if you started something like a patreon account and subscribers get access to more call demonstrations....
This would be an amazing thing to do. I wish he had a book I could buy.
You can, call him up and pay for his services......
Don't complicae shit.
Yep this is pretty much the core real deal - I suspect for most just seeing a professional cold caller get their results will give them all they need to get going.
This dude is a savage!
Fascinating how cultures differ. This style will never work in my neck of the woods (South Africa) or work on me. I'd be irritated out of my mind 😂 But what I can take out of your video and apply, is the way that you get all the micro-commitments along the way. Your prospect will not want to be incongruent and it will be much harder to say no to anything.
Of course it will. Your belief it won't is the only reason it won't. You're projecting
I disagree. I'm a Saffer and I use this all the time - don't get negative before you try it. Whatever you sell, you have to be able to speak to the problems you solve - and have the patter down well. No one wants to know about you or your products or your company, just what you fix.
I love the fact that you take the time to reassure - of course this will work and I’ll be back with feedbacks
This will work 😊.
@@sannimustapha5188did it work?
This video did it for me I'm now a subscriber
This is absolutely impressive. I'm curious though, What kind of openers or lines would you use if you got the gatekeeper but don't know the name of the decision maker? For Marketing services forexample and you didn't want to give anything away as they would block you the moment you sounded like a marketer.
This is such a great video, i struggle with what to say after the initial opening. I can never find something im comfortable saying cause everything my higher ups give me is... seems very cringe and i dont believe is very good for cold calling.
Truly incredible stuff here thx
Wòw! That was awesome! Confidence is key!
Yes! Thank you!
Ah so this is where Thomas got his script from
I’m not even in sales and I’ve watched this a bunch of times hahahah
Having the name of the person and knowing he is in that field helps a lot. Calling random people is way more complicated. Is there a term for that?
Stupid I think.
@@benjamindennehy Haha pretty funny. When you are an employee, you can't decide the leads you get. Some places use the phone book.
This was elite!
Just clapping 👏👏
First time I come on this Channel, I'm a French Guy. Incredible, impressive.... Are you talking to your bro ? 😉😇 I just subscribed your Channel
Please keep doing this great work 🤘💯🥳
Sure is! Keep coming back, share and subscribe - even better, buy my courses ;-)
Love it. Thanks
GOAT
holy smokes so many great things in there
Exceptional!
That was awesome. Thanks for sharing.
I asked the same opening line to my prospects and 90% of them said I'll hung up😢😢😢
You must sound real wimpy
Great stuff... thanks for sharing.
I love this.
Quality Ben 👌
Cheers 🍻 Will
The UK's Most Hated Sales Trainer? He's awesome.
This guy is a genius!
Hi there, I loved the video, very insightful. Just one question: Is there any reason why you didn't ask about the budget during the call? If you are going to meet with them, I believe it's important to know if they can afford it, so you don't waste your time.
The budget becomes irrelevant if the "product" suggests it yields a nett positive return.
@@cvwagon That makes sense. Thanks!
Amazing
I’m sold !
Love it!
See you soon in Hollywood! 😅
Love this ❤️
You gonna hate me Ben but I've been applying this and it's working a treat. You've caused me plenty work re-editing my scripts cheer😂 sorry can't afford you...yet
If you could cover when a prospect just kinda comes out with what do you do! - in a I want this call over sort of way?
No requests.
@@benjamindennehy [Insert Joke about David Grohl not taking requests]
Oh well, I still love ya
What about a cold call having to get thru a gatekeeper?
There are some on here
Respect!
The entire script Benjamin used:
Hello NAME. I'm gonna be honest with you this is actually a cold call would you like to hang up or let me have 30 seconds?
DM: Depends on what this is about
Ah, well okay so let me have 30 seconds and if you don't want to talk to me at the end we can end it there. Sounds fair?
All right, so I typically get invited in by managing directors of successful and ambitious companies but they've they have the honesty to recognize that perhaps sales is a bottleneck to growth and so they're probably frustrated that their salespeople maybe not motivated or reluctant to pick up the phone others are worried that perhaps that's not an issue but when they listen to them they sound a bit cringe-worthy and they think to themselves you know what I probably wouldn't want to meet with that person or that right it may not be the case it could be the fact that you're a little concerned they don't qualify hard enough and as a result your running around kissing frogs meeting the wrong sort of person and it's having a knock-on effect I mean I get the feeling
You're probably gonna tell me that none of that applies in your world
DM: You can always improve
I just have a quick question. Of those three things: not picking up the phone, perhaps not engaging decision-makers or perhaps not sounding like they belong
If you could wave a wand and fix one one your business which would it?
DM: Mentions one PROBLEM
Okay I've had my 30 seconds you mind if we talk for maybe one more minute?
DM: Yes
So when you say the PROBLEM. What do you mean exactly? Can you give me an example?
DM: EXPLAINS. And what do you do?
Well if I told you I help fix these problems and I've helped companies in your sector eliminate some of these forever.
I mean what would you say, would you say that's something you'd want to explore further?
Okay so let me ask you a question let's pretend I could help SOLVE PROBLEM and you believed I could do that. Is there any reason you wouldn't want to write me in for half an hour, 45 minutes?
Okay now can we agree a couple of things
like I said I don't know if I can help you so if by the end of this meeting if you don't feel comfortable with me or you don't think I'm someone you want to move forward with would you feel okay telling me no?
And likewise look if I don't feel I can help you I'll be honest as well and say you know I can't help you,
you wouldn't be upset if I said I couldn't help you despite the fact you're agreeing to meet with me yeah?
And one last thing if we don't say no to each other do you mind spending a few minutes trying to figure out a clear step on how we'd move forwards if we get there
Fine well look I'll send you an email confirming this
All right I'll get an invite over to you and oh one last question can you think of any reason you might want to cancel? I mean you're not gonna hang up and think, "oh my goodness what have I just done, I've just agreed to meet a Salesman"
I thought I'd ask
I appreciate your time have a great rest of day
Nice.
The man could sell a ketchup popsicle to a woman in white gloves in August
Genius
nice video thanks for sharing
very nice!!!!
Would it have been a good idea to give approximate cost of the service and options? Presumably, it would also eliminate haggling at a later stage too?
Only if you sell on price
Benjamin! I come back to this video frequently and have been using this technique. I’ve got the opening line and delivery down, but I feel a disconnect when it comes to the rest. I do sales for a home inspection company (I’m calling Realtors with the intent for them to refer us to their clients). Should I go about the rest of the call a bit differently? Or am I just shit at getting meetings and need to improve my delivery on the rest of the call?
Sounds like you need some coaching.
uksmosthatedsalestrainer.com/1-2-1-coaching
what about if I am not directly contacting the CEO or any responsible of the company but like a secretary
Why are you calling then? Lonely?
this is so golden it funny
Brilliant
I didn't know Mike Myers was a saleman
What if, after you asked "...let me have 30 secs" and they asked, "Sorry who am I speaking to?" Do I just give them my name and the company I work at?
If the answers aren't in a video, then you have to hire me for answers. 😁
This was interesting.
This is great! The only thing is I tend to call the domestic market as apposed to the commercial market. Are there any content makers you can recommend that give advice on cold calling people at home? Thanks!
No. Sorry. But I know how.
@@benjamindennehy sorry man! I guess I’m just so used to nearly all the content on RUclips being about calling businesses.
This is seriously funny
this only works with people who work in sales
Classy
haha this is gold
Benjamin,i dont know if you will answer this but why not qualify about their budget? Or is this somehow included in the data you retrieve?
Why do you think on a cold call you wouldn't?
@@benjamindennehy very interesting, maybe seen as overly probing and if they dont have money theyll say "I just dont have the dam money" I'm not sure.
Either way I'm looking forward to getting into sales and purchasing your monthly subscription. I like that you just made me think right there
Monster cold call truly