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My Secret for Cold Calls

Name: My Secret for Cold Calls
Uploaded: 2025-02-18T02:06:47+00:00
Duration: 59 s
Channel: Shanli Liu, CPA, CTP
Description: In this brief coaching excerpt, the speaker addresses a new sales rep, Layla, about the difficulty of securing appointments during cold calls. The…

18 Feb 2025 · 1 min

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In this brief coaching excerpt, the speaker addresses a new sales rep, Layla, about the difficulty of securing appointments during cold calls. The speaker shares a tactic learned from a colleague named Alex and from his own experience launching Gym Launch: when a prospect answers, the rep should skip the usual pre‑pitch small talk and go straight into a specific, concrete request (e.g., ordering a number 11 with pickles). By delivering an unexpected, detailed statement immediately, the rep creates curiosity that keeps the prospect on the line, reducing the chance they will hang up or object before hearing the full pitch. The speaker emphasizes that this approach worked for him and was amusing to see how it held prospects’ attention.

Chapters

Layla, I'm a sales rep, second day at work, and I really am not able to get people to commit to an appointment. People hang up or don't answer. I would say that you need to give them a reason to not hang up. So I'll give you a little tactic. Like Alex does something that I picked up, which I think is— it's also a sales tactic when I used to be cold calling that I picked up from him. So for example, if we are calling to place an order in like, you know, say like a restaurant or something, and they're like, before they can even say like, can I put you on hold or have a moment to object? He just goes straight into— he's like, I'd like a number 11 with pickles, this, whatever, right? So back in the day, I don't know if you guys know this, but when we started Gym Launch, like, I didn't— like, we did everything from the beginning. And so I'd be doing the cold calling and I would just— when someone answered the phone when I was cold calling, I wouldn't even give them the chance to say anything. I would just go straight into my pitch. And so it was like almost because of, I think, curiosity, people just stayed on the phone, which I thought was actually pretty funny.