Sales Hustle is now Sales Transformation
Jan. 13, 2022

#227 S2 Episode 96 - What I Learned From Josh Braun On Cold Calling

In this episode of the Sales Transformation episode, Collin Mitchell talks about his best takeaways from the cold-calling session that he did with Josh Braun. The number one thing is to have the right mindset, and let the other person on the line talk to you. Pique their interest and have a conversation. Whatever you do, don’t rush into the sales pitch.


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HIGHLIGHTS

  • The right mindset is key to success in cold calling
  • Permission-based openers work
  • Don't go straight to value proposition after the opener
  • Let the person on the line talk you 

QUOTES

Collin: "The number one thing is your mindset. If you go into it with, cold calls suck, I hate this, nobody picks up the phone, my personal favorite: cold calling is dead, then you're not gonna have a good experience. So what mindset, what energy are you bringing to your cold calling block?"

Collin: "You have to really be careful because it's tempting to want to pitch and you're really just trying to find information here to see if you can pique their interest to have the conversation to learn more."

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Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:24] All right. Welcome to another episode of sales transformation. Today is going to be a solo episode where I'm going to talk about one of my favorite topics, cold calling. Now there's a lot of different opinions about how to make a cold call. What you should say, what you shouldn't say, how you should say things, whether you should use a permission-based opener or not.

[00:00:48] Here's what I've learned. And we've been doing this for nine weeks. We've been going live on LinkedIn, making cold calls, testing, different methods, frameworks, scripts, bringing on various different coaches to coach us in these methods. And there's a few things. That you need to think about. And this is consistent with everybody that I've talked to that's come on is the number one thing is your mindset.

[00:01:17] If you go into it with cold calls, suck. I hate this. Uh, nobody picks up the phone. My personal favorite cold calling is dead. Then you're not going to have a good experience. So what mindset and what energy. Are you bringing to your cold calling block? This is key. If you want to have success in cold calling.

[00:01:41] Okay. Now that alone is not enough for you to have success. Okay. Today we tested a new method. We had Josh Braun on. If you hadn't checked it out, highly suggest we're doing this live on LinkedIn every week from 10 to 11 Pacific. So check it out. If you haven't, you may, you can listen to the, uh, uh, past sessions on YouTube, uh, or find them on LinkedIn.

[00:02:04] Okay. Now with Josh brown, he has a method that he likes to call poking the bear. And it has a lot to do with understanding the people on the other side. Of the call and understanding what their job is and how they're doing that job today. Okay. So if you call into specific people and you probably call into different industries, different titles, maybe you want to have a script that.

[00:02:33] Throws out a statement that, uh, is around how they're, you know, doing their job today. Right. So give you a couple of different examples that we use today. Cause we called into two different types of people. Uh, in one scenario we were calling into marketing leaders for tech companies. Right. Um, and so in that, in that case, You know, we're making sure that the right person after a permission-based opener, I'm a big fan of permission-based openers.

[00:02:58] There's all different variations on how you can do that. Um, I really liked the way that Josh goes about it, um, where it's just like, Hey, this is Colin with sales cast. We've actually never spoken before, but do you have a moment so I can tell you why I called, right. So, uh, or. I was hoping you can help me out.

[00:03:19] Okay. So those are two great ways you can use any variation of that. Whatever feels comfortable for you, but then after that, most people go from there into their value proposition and that's what you don't want to do. Okay. You want to make sure that they're the right person. So what we used here in this scenario was, um, you know, before we move forward, I just wanna make sure that, uh, I'm in the right place.

[00:03:39] Are you the person that's, you know, in spawn responsible for MQL is over there for generating leads for your sales team? Um, once they say yes, you know, Great. You know, most marketing leaders that, uh, I talked to are typically generating leads through paid ads, um, through, um, you know, maybe an SDR BDR team, uh, or possible using content or podcasting.

[00:04:00] You know, how are you generating leads for your sales team today? If you, if you don't mind me asking and let them talk to you. Okay. And then how's that working, you know, once they've told you, so you can kind of lean into how they're doing the job today and let them tell you about what's working. What's not working, what they're maybe hoping to improve what they've tested.

[00:04:26] There's a lot of learning that happens. And then you can ask more questions, you know, and you have to really be careful. Because it's tempting to want to pitch. And you're really just trying to find information here to see if you can peak their interest, to have a conversation, to learn more. Um, and this worked extremely well in this, you know, using this method, uh, we were able to book two meetings, uh, at the end of the session.

[00:04:52] So I hope this was helpful. Shout out to Josh brown. If you don't follow him on LinkedIn, highly recommend it. We'll drop a link here in the show notes for you. Um, I'm a big fan of this method and I think we're going to continue to use it and test it in future sessions as well. So if you enjoyed today's episode, please write us a review.

[00:05:10] Share the show with your friends. And also you can give us your feedback, give us your feedback, let us know your thoughts. Uh, you can go to sales, transformation.fm, drop me a voice DM, and I will get back to you. Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and want to get started in your journey with other people on the same path.

[00:05:33] Head over to sales, cast.community and crush your numbers on your leaderboard. Yeah. It's free sales cast.community. Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best templates.