Christian PolkYour Friendly Neighborhood Sales Trainer

Beginner sales rep does his first ever cold call

21 Apr 2026 · 0 min

Watch on YouTube

0:24

In this YouTube segment, a novice sales representative named Frankie conducts his first cold‑call role‑play. He opens with a brief introduction and asks the prospect whether their company follows up on missed calls. After confirming that the prospect returns calls manually, Frankie cites a statistic that businesses lose 30‑40% of revenue when follow‑up is delayed, then attempts to schedule a demo of his workflow solution. The prospect declines, and Frankie ends the call politely. The clip illustrates the initial stages of a cold call—opening, probing for a problem, presenting a value claim, and handling a rejection—providing a concrete example for later coaching commentary.

Hello, my name is Frankie. I got a quick question for you. Okay. So when you guys get missed calls, do you have anything to follow up on them?
Do we have anything to follow up on a missed call?
Yeah. Like, do you guys do it manually? Yeah. Do you do it manually or what?
Yeah, return the call manually.
So usually businesses lose like 30 to 40% of business if they take too long. Would you be interested in a demo of me showing you how my workflow could go over it and make it— No. All right, perfect. Have a good rest of your day.
So first and foremost, kudos to him. It's very clear through his tone that he's nervous, but he's doing it anyways, and that's what's important. Now, if you wanted to make this cold call more effective, he did a good job of opening up the conversation that is focusing on the problem, but he he just got straight up the answer on the problem and then he didn't dig or investigate anymore to actually understand if there was a problem there or not. He just dropped straight into the pitch. And because of that, we didn't build a need. It would have been better if he's like, okay, when you do have to call people back manually, generally speaking, how long does it take? And did you know if you do take longer than 5 minutes, the likelihood that you're going to be able to get a hold of them, like it drops by whatever percent, like I don't fucking know what it is, right? You should know if you're selling it, but at least like that creates a problem. Biggest lesson from this: good music, pushing through when you're nervous. That's also good. Push through and get more of a problem before you go into the pitch.