Actual Live Phone Sales Call - Replay
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- Опубликовано: 17 май 2016
- Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
Have you ever wanted to see what a proper phone sales call should look like?
Most salespeople make mistakes in their prospecting calls simply because they’ve never actually seen it done the RIGHT way.
Well, I filmed a reenactment of a real cold prospecting call that I had made recently. You will notice how I am not smooth or polished, but rather, I aim to come off as totally authentic. I am also totally unfazed by any pushback from the prospect. You’ve got to see this!
In this video, I’m going to show you what a REAL cold prospecting call should look like. Check it out!
So, there you have it: an actual phone sales call done the right way. I want to hear from you. What did you notice in the call that was different from or similar to what you do? Be sure to share below in the comments section. I’ll respond to every single comment that I can get to.
And, if you enjoyed this video, click www.marcwayshak.com/opt1/ to get a free e-book on 25 tips to crush your sales goal.
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
My takeaways (as an entry-level sales rep):
1 - Instead of introducing yourself, you just stated your name, which is different from what most folks do.
2 - asking him if you caught him at a bad time seems considerate and respectful.
3 - you asked him an open ended question and listened carefully to his response.
4 - then you segued into your well-rehearsed script, where you explained how you help your prospects and then you followed up with another question.
Overall this was well executed and impressive!
R u an insrutor in cold calling ?
@@tarekabulleef8304 oh hell no. In fact I left sales earlier this year.
Ok do u know any cold calling jobs I can do I m tarek from egypt uninterested in cold calling for us realastate at the moment
@@tarekabulleef8304 No.
@@JCA51698 I m totally now
Any tips .why did u leave realaste ?what's the most u v ever made in cold calling or realastate in hole
"What have you done to fix this?" is my favorite question in the video
Yes, it tells you about your competition and existing state of the prospect. Helps in sales pitch and objection handling
Key take aways:
"What would you say this issue is costing you and your organization?"
"Who else would be involved in the decision?"
First it was fake, second he got those 2 from Grant Cardone.
@@PabloSanchez-il8pw I dont care. He is still very good!
I love your work Marc. You are really the only person in this space who seems to understand that sales is not marketing. So much goodness in this. I love that you matched his tone rather than coming across as too high energy or slick. I love that you asked a couple of simple questions to press on the pain, but didn't offer a solution on the call (that's for the in person meeting). I also loved that you asked for who else would be involved. I might have pushed that a little harder "There is probably someone you trust and rely up to help with evaluations in this area... who would that be?". But you really are a master. Thanks for sharing.
hey saw your Cold Call technique, what I liked was the way u made the customer get into a Discussion and then u heard him out let him do the talking and finally asked for the Appointment and checking for the decision maker was an iceing on the cake.
I came across your video because I'm about to launch a new campaign, and so I'm looking for new ways to establish rapport during my initial call. I liked the way you approached this call. It was somewhat subtle and not forced. You asked all the important questions and pretty much had him direct himself into the appointment.
I really like the video BUT - I strongly doubt a person would open up that much on a first intro call with someone they do not know...
Because you doubt it, that's your reality. Aside from that it's because you're asking the wrong questions
They would, it is just a matter of questions
Totally agree...
He probably tried a few times before he got a meeting. He probably wanted to show how it is when you get a meeting with a client.
Really? People do allllll the time... people want to talk to people
DURRR did I catch you at a bad time? " LOOK I DON"T HAVE TIME FOR A SALES CALL CLICK!" That's reality.
disagree, if i listen to how marc does this, and how most other people do it, big difference. you can say the exact same words, but tonality, speed and confidence plays a big part
You are correct and that is why sales is not for thin skinned. However, if you have a good process it will work some of the time. Once you have the word track down it becomes a numbers & positive mindset game. 😉
depends on what you're selling and who you're selling to. Definetley had my fair share of hangups but i've had plenty of people open up as well. Kind of a numbers game
Agree. That´s not the best way to open at all.
@@EugeneVerster You can disagree all you want, the fact is it's a terrible opening line. "Compared to the baseline, using “Did I catch you at a bad time” to open a cold call makes you 40% less likely to book a meeting." *Source Gong.io
i literally made a call after seeing this video and got the appointment following a very similar script. Thank you! I will continue using this
Great call... I do something similar. I took this script and used it a few minutes ago with great results! Thanks Marc
at first I was a tad skeptical. But I thought, well it don't hurt to take what was shared in the above video and try it out. I did. Although I personalized it and I did do well in my tele recruiting that very night. More than I expected. Thanks for sharing this information!!
The main take away which I observe from this call was that you were calm and easy while talking, like you already know the prospect and you make it simple for him to answer your question which is what I do mostly when I'll calling.
Yes, the recommendation wording was clutch.... What an excellent way to hone in and show not only an advisor role, but a role that can help solve the immediate problem... Really cool. Subbed
I really like how you stayed humble and genuine
Overall, a fantastic video. I really like your "take 30 seconds" line and will try it out with my cold call pitches. Also, a nice reminder to always find a way to drill into pain and have them open up about it.
I really liked the way you asked for the appointment, "Can I make one recommendation?" I feel we possibly went one question too long before asking for the appointment, since most prospects will not give that kind of time. Lastly, I really liked the way you overcame "I am kind of in the middle of something..." Respectful and asked to provide value now! Awesome Marc!
I love your technique. Power questioning works. This is an excellent training tool for those willing to listen.
I like how you asked "is this fair," and asked if it was a bad time to talk. You took control over the situation very tactfully. You used a lot of negotiation tactics that Chris Voss' Black Swan Group uses!
I’m amazed that u could ask that quick some question that I thought could be asked later on on the process thanks to getting straight to the kind of challenges u help resolve
Bravo it’s quite impressive
I went on sales insight page & listen to the conversation from Marc wayshak about compare between old n new process aproach. I couldn't move my eyes for a second fantastic motivating good for sales
I liked the way you kept calm over the call and let the prospect speak more !!
Easy customer, did all the work for you.
Jacob Rubnitz not all the way because he left out one question at the end. "Is there any reason you won't be able or prevent you from showing up?" All the rest yes that guy is Obsessed lol
You follow the Sandler funnel model down pat. If you would have got your "pitch" out early or without doing the silly "let me tell you why i am calling....fair enough?" question he still would have listened and set up the appointment. He was desperate for a solution so he will set an appointment with you. This call was 1 made out of 200. People are not stupid!! I do not understand why so much of sales gives credit to tricks and formulas rather than brutal honesty...actually I do know why, its the way of the world and business, craftiness is considered brilliance.
That's the point
Yoh at the interview I was just at it was no every scenario 😂😭
It was the best sales calls that I’ve ever watched in my entire life. Do you know you explains everything very well
i like how you easily maneuvered the objection at the beginning.. will definitely try this. Its difficult to overcome objections on phone
So you sell sales. That's like a next level thing. Great video
Hi Mark! I just pulled your intro stint in a call like right now and I just got me a lead. :) Your ways really work!
joni
I would like to get some sales tips can you help me out with this
So I adapted my own version of this script in french and trained 10 times by recordering me first to improve my voice and make it more natural and relaxed. Then did it live. I got my first appointment on my first cold call.
This works
Good job🎉
Hey Mark, did I catch you in a bad time? To freaking bad because all your videos are awesome! I’m new to the sales world for my parents company and every single video of your helped me out. Thanks man, don’t stop with these videos!
That soundes great, how are you doing now? Very interested
Awesome demonstration. Asking for the call in the beginning is like a temp check imo. It gives you an idea to gauge the person as well, it places you as someone that’s different than the typical salesperson that’s looking to get their pitch off when they answer. The person will hold you in a much higher esteem & if anything someone of higher status, which they will respect. If you get to that point, then you’re viewed as the expert and anything you say goes.
Just my experience.
I resonate with you, empathy, simple words, and not sounding like a gun of a guy
This was absolutely fantastic. I wish most sales guidance videos were just actual sales calls we can watch in action.
Good Video here. It gives great value.
I have videos like this as well. You can check my channel for more.
You're techniques are amazing. I will put them to test and will let you know
Hey Marc
I just used your intro on my call and booked an appointment!
It does work and I think it gives you less objections to handle
Thanks for the video!
Ok then let me give a try..
REALLY liked the "should anyone else be there for the meeting" finding either multiple decisionmakers or getting past the 'middleman' loved it
great video, thanks for your help Mark. I've been suffering just wanting to hide away from everybodys sight but now things are starting to become familiar
my boss and I were just discussing this type of an "other centered" approach. Thanks!
By far one the best live sales call out there. Of course there cant be one fit for all script but this is as closest as could be.
You described your role, identified the prospect's issue and set up a meeting ensuring the decision maker(s) were there, enabling you to sell a solution. Throughout the call you got mini yeses, bettering your chances for the definitive close. Your tone was calm, rendering a relaxed atmosphere and thus a conversation where the prospect opened up. Your way of questioning and indeed the questions you asked subtlety allowed you to take control of the conversation -although throughout you let him feel he had full control. Overall, I thought this was a good sales call. One aspect that I feel should not go unmentioned is that there was a slight lack of, and I hate to use the word, passion. Indeed you got the result you were after, but it had that 5:25, just before close of business, drowsiness. Thank you for the video.
I really love the way you communicate with your prospect.
marc. you and your vids... its gold.. i use to only get 60 to 90 on a weekly target but after i start to follow you.. i am on 1400 to 190 on sales target
I find it very interesting that you start your call with A) Asking if it's a bad time and B) Asking if it's okay to have the call. Both of these are ideal ways for the client/customer to immediately object making it instantly more difficult for you to even get to a pitch.
HeH
If you’re dealing with ordinary clients. This is a prospect that deals with salespeople all the time.
They will object whether or not you ask for the call, but if you get permission to have the call then they’ll view you much more different than the typical salesperson that just wants to get their pitch out in hopes that the person will magically change their mind.
@@Yaahboi52 exactly. but don't try this with direct to customer sales. they're just not interested.
@@alexandervalentino7396 what do you mean by direct to customer?
@@Yaahboi52Well he's pitching in this circumstance to a guy in charge of "something else."
This person needs to consider every phone call's potential. Not a customer as in a homeowner for a brokerage salesperson. In that case this customer is the only decision maker and is not interested in phone calls because he or she is not running a business. These cold calls are "interruptions" in their day-to-day, whereas a person in charge of decisions views some of them as opportunities.
Being in the BD for years, I could sense how would such an approach go on an actual call. Perfect. All those Sales trainers who says to be enthusiastic and full of energy and should follow "Go get it approach" are living in a fool's paradise. I am impressed with your video Mark. Thanks
This is waaaay to vanila, and probably fake. The answer is something in between. Don't be a fool yourself.
Personally I think it works in the real situation. I am working in the Automation business (replacing human with machine). I use the same dialogue all the times and I know it works. You are asking about their pain and people would like to talk with someone who understands them. The down side is that you will just waste your time if the customers are not the right ones so you need to clearly understand them before you go meet with them. That is why I always disqualify prospects on phone.
Still following your great work Marc!
I like it, have adapted some of it into my script to try out as I think it will benefit not just me but also the clients I talk to
All I can say is I tried this after I watched the video, and it seems to work, I'm happy :-) Thanks Mark
That opening to the call is gold!
Loved that he talked more than you!
It's powerful to let the prospect talk about their problems instead of trying to sell them something, you are exposing the problem they have and he isn't even talking prices or products he just wants an appointment to talk more and then you got your foot in the door. You have people who sell junk you don't need and you have people who are problemsolvers and sell a solution.
This is the key
Open ended questions are key
The way you asked to include any other decision maker was the best part
I make a lot of these types of calls to sell industrial equipment. In the first sentence he gives the guy the option to say no and hang up. I would always ask him more open ended types of questions that would elicit a response to keep talking.
He qualified the prospect first, he listened to him speak about company problems, he offered a solution(call to action)
I tried clicking for the free ebook, but it did not work. I loved how personable you were on the call and how you proped his pain points to make the prospect realize the value of talking to you
Caller was clear about what to pitch. asked for valuable time and made customer comfortable. Understood customers feeling and reacted along with it. Was freindly on call and active listening was high. Whike fixing a meeting made customer realise that i know you and i can help you ti get out of problems.
I like the way you have your script in advance and follow them step by step.
Awsome Marc! Very helpful. You've been an amazing guru for me. I am beginner as an international sales executive.
Thanks for this, i loved it ...hopefully i will find more like this video !
I love every single one of your videos mate ! Amazing personality ! Realling looking up to you ! :)
I'm a very beginner Doctor "sales person" At the moment started selling high ticket, and your tips and tricks are insanely helpful !
Thank you soo much for your work Mark !
Fantastic, I liked the way you tricked to know who is decision maker. Thank you a lot.
This is the first time time im seeing live sales call over the phone. Thank you so much.
Lol it is acted..
Staged bro. Marc is nervous and its a staged call
Gotta say this is very impressive, well done.
I liked the last question regarding the decision taking person , that makes an impact.
I love the idea of asking for 30 seconds .. Puts the automatic barrier down to allow time to "get in" .. I'm going to try that - Thanks!!
I'm in two minds about it.. I like to go straight in with an elevator pitch and throw the conversation over to them within the first 30 seconds, rather than ask for the time. I have them on the phone already.
@@leeellis3847 it's a mixed bag for me, I just play it by ear and so far I've been getting a little better response with asking for their time. Seems to me it's just a more polite way to do business and build rapport that you actually give a shizzle about their time.
I also like telling them I am going to be marketing to them upfront (b2b calls), seems to get them in the right headspace because when they pick up the phone they probably think they are going to talk to a customer and when I start in on the sales pitch, I can tell they aren't even listening to me, just trying to figure out who I am and when they realize I am marketing, their brain just closes the door immediately. Cold call sales is a heckuva thing. Most hate it, but I love the NOs! lol. Stay dialing Bros:)
@@iwontreplybacklol7481 Yeah, I have been thinking about giving that a go for a while - framing the call, lay it out that I am indeed trying to sell them something (or at the very least get a meeting) and break down that barrier. "Before I get into this, all I want to achieve from this call is to see whether it's worthwhile us speaking further and whether we can add value to..." then go into what you do etc.. I sell cyber security consultancy services so it's less a matter of whether they need it, but why they should go with us.
Lee Ellis In sales you never want to ask for someone’s time, you always want to assume that if they're speaking with you they have time.
A B It’s not really about being polite, it’s more about the fact you have have a solution that can help with their issues or needs.
You are excited to inform them about how you can help, therefore it makes no sense to ask for “permission” to talk with them.
I have found in all my years of sales that at the end of the pitch ask for the sale. Most people miss the sale because they didn't ask for it. The same is true in an interview. If you have built up a good repour with the interviewer, then at the end ask for the job. You would be surprised how many people do not get the job because they just didn't ask for it. If you are really wanting to make a sale and you have pushback you need to change their mindset. Change your approach. Don't try to sale like everyone else. Get them to focus on something else. This is a good way to also get past the gatekeeper. Interrupt their way of thinking by changing their mindset. Here is how I changed the mindset of a salesmen who came to my house trying to sell me something. I totally took control of the conversation and changed his pattern by interrupting his mind set by having him focus on something else. In a way this is what a mentalist does.
Nice job. This is similar to how my company teaches us to set meetings. I love the 'is there anyone else that should be in the meeting'? I would offer a couple different options in terms of meeting times as psychologically most people will pick one of the two.
Tell us please
For me the best part was getting 30 seconds to talk and using that time to explain the problems that you solve regularly. Then figuring out what problem you can solve for them. Afterward you established a real world value of (in this case) millions of dollars. Instantly destroyed the two biggest objections. Namely price and how does this help me (the consumer).
This call structure helps every aspect of sales.
Thanks mate - feels like I've got a looong way to go but I'm working on it! Cheers
best fast & furious but best communication technique
I liked this.
'Hey Gone' and Gone not asking for the identity or business of the caller at the outset, sounded to me like Mark and Gone knew each other prior to the call.
So I don't get the feeling of a really cold call, with this.
Nevertheless, there is immense value in the way Mark and Gone had their conversation.
I was struggling with getting the right tone and content. Out of the many hyper energetic appointment scripts and tones I have come across on RUclips, this is definitely the best.
I like the relaxed manner, exit routes offered and style in which the recommendation for the next step (a meeting of one hour) were presented.
Thank you for this Marc. I have given it a Like, saved it to a folder and listen to it every day.
oh you though he was called Gone too :D
awesome video man. very helpful!!!! I want to start a sales business and this video helps me a lot, very useful tips. Thanks once again
Gets the prospect to talk about his pain. That's the key.
This was a pretty standard positive prospect with little to no objections past the initial. Mostly an easy prospect, which you do encounter, but the harder sales are certainly more common, though not always the most profitable.
Simple yet effective approach marc. :) You could also sympathize to the caller to gain their trust and let them feel that your sincere in helping them. :)
Smooth and Sharp. First 30 seconds made the cut.
Awesome. Closing deals - you have GOOD work.
He made sure he was speaking with the decision maker!!
In a non douche bag way. Excellent!
Just so wow, super helpful and amazing, thank you Marc
That was an easy sale, that makes you a good marketing strategist. You know where your target
Great video loved the first 30 seconds. Definitely makes sense.
i liked so much because you seem so confidence being real...
I really appreciate your work as it help me close my prospects
Good one, respect for the client is evident
@marc: Really interesting even after two years. My question is: How do you forward in the meeting then? How do you actually sell then? because in the cold call you just set up a meeting for a basic exchange.
😍😍woow u have the best training...I loved it so much ...I have seen multiple People's video on that ...but You have best ever videos❤️💥
I really like how ur creating a need for the person but I doubt how open will a person be in the first call
Great video, smooth sailing no pressure loved it. Not sure how I got on your email list but I'm happy I did now lol
The guy was very honest and the call was very smooth. What if guy says we are doing good in sales and don't need your service. we know he is BS, how you handle that?
Thank you for sharing this Marc, Your videos have helped me a lot. I have a team in a contact center closing sales (inbound calls) One of my biggest challenges come from new hires with little experience in sales since they have a big misconception that they are no sellers but mainly customer service oriented. They're scared of getting a no and fail to rebuttal. What tips do you have for me help them change that mindset, i'm really interested in your opinion.
I do telemarketing and none of the appointments I book are anything like that!
It’s all about overcoming objections and not giving too much information away because the prospect could easily ask for it in writing or a letter when realistically you want the appointment.
The moment you said ‘give me 30 seconds to hear me out and you can hang up’ tbh in the UK you’d get hung up there and then.
I usually approach this as if I’m like the PA to the director of the company, as if I don’t know how to sell I just know how to organise a calendar that way the prospect understands I’m not there to sell I’m there to provide the foundation information for my company and the service.
Any further can be discussed in the appointment
Great tips! Thanks Marc! Love the live demo!
Good Video here. It gives great value.
I have videos like this as well. You can go into my channel for more.
Loving your style Marc!
This is an absolutely perfect strategy. In 1980.
Feels more 1964 to me
1955?
The phone will always be the perfect strategy to reach prospects. More personal and faster than an email, efficient, and easy.
@@TheSublimeLifestyle I noticed millennial's don't like personal , and love email.
@@TheSublimeLifestyle Of course, there are way better methods to lead the conversation
Thanks for sharing you knowledge with us!
I felt anxious just watching it
Great lots of things to learn will try this on calls thanks
As a financial planner, I call clients too get them to meet and dicuss their investments and retirement planning...lack of urgency is my main concern...Tough when the client has nonurgency to meet in regards to his funds or investments but when it comes to mortgage or loans..He needs to meet you quickly
I love asking "Is there anyone else you'd want to include?" that's super. One difference in how I've been trained is regarding meeting times. So, instead of "What's good for you?" which feels sort of dangling, I ask first: "Would Wednesday at 10 or Thursday at 3 be good for you?" We always ask offering two times. Overall, I feel REALLY FORTUNATE to have discovered your channel and your ideas. THANK YOU!
Gosh I love sales. Nothing better
FOR ME PERSONALLY GETTING TO THE DECISION MAKER IS A CHALLENGE. I LIKED THE CALL , THERE WAS LOT OF PROBING AND MAIN FOCUS ON THE PROBLEM WHICH THE PROSPECT IS FACING AND PROVIDING THEM A HOPE TO GET THE PROBLEM RESOLVED. i AM A SOFTWARE BUSINESS DEVELOPMENT MANAGER. i WANT TO KNOW MORE TO GET TO THE PROSPECT CLIENTS TO GET SOFTWARE PROJECTS ON BOARD.
Man this helped a ton, thank you!
In Australia we always introduce ourselves and ask how the person is going, even though the answer is always "good thanks, how about you" it makes the tone of the whole call so much smoother!
i do the same in the UK, works very well for establishing rapport quickly
Nah,it doesn’t really work in America
Im a commodity broker. 250 calls a day. your videos are helpful.