Chris WiserSerial Entrepreneur and MSP Growth Catalyst

Don't lead your sales calls assuming the sale...

Name: Don't lead your sales calls assuming the sale...
Uploaded: 2024-06-05T18:15:02Z
Channel: Chris Wiser
Description: A sales-training monologue advising salespeople not to approach cold calls by assuming the prospect will say yes. The speaker warns against leading with…

5 Jun 2024

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A sales-training monologue advising salespeople not to approach cold calls by assuming the prospect will say yes. The speaker warns against leading with requests that presume a close (e.g., asking to set appointments or offer audits) and recommends instead opening with a valuable, non-presumptive ask to avoid immediate rejection.

Number one, the first thing that we do not want to do is we do not want to lead assuming the sale. Okay? So we do not want to lead our cold calls assuming the sale. So assuming that they will become our client, assuming that they will say yes, assuming that they will sign off on a cybersecurity risk assessment instead we want to go into our cold calls with a very valuable ask. So, so does this relate to you? Maybe you've made a call before and you get the gatekeeper on the phone and you say hey would you like to set up a 15 minute appointment with our sales team or hey would you like to set up a coffee chat with our chief security officer and what are you going to get nine times out of ten A no, no thank you. Do not call me again. Please don't call me back. Okay? So we want to make sure that we are not assuming the close.