I’ve been in sales for 22 years. I’ve made thousands of cold calls. I’ve lead sales teams that combined, have made hundreds of thousands of cold calls. I’ve written cold call scripts. I’ve trained cold calling. I’ve considered myself to be an expert… Today’s guest, Scott Channell helped me to understand I needed to learn even more!
What We Talked About
Scott’s start in general marketing including direct response.
How he started developing cold call scripts.
How he was able to set over 2,00 appointments with CEOs of major companies.
When you get the prospect on the phone, you have 7 seconds to earn the right to a 30-second conversation.
Why it’s critical to get the prospect to choke on “I’m all set.” And how to do that.
Why most sales teams miss one of the most important elements of a cold call script: Credibility
The need to brutally eliminate every unnecessary word in your script, including your last name.
Scott’s rule of 7.
A big part of sales if just bumping into someone who meets your profile, has a need for what you do, and would benefit from your experience.
Why phrases like, “How are you doing?” or, “Am I catching you at a bad time?” are dumb.
Don’t make it easy for them to lump you in with the idiots.
They don’t care if you are conversational. Just lay the value on the table and let them say yes or no.
You can’t out-nice the completion.
The importance of a CRM, segmentation, and why he (and I) use ACT.
Everything has changed yet the drivers of success in sales haven’t changed at all.
Understand that you don’t have as much wiggle room as you once did. Make sure you are executing when you get the chance.
Don’t chase shiny objects. Work a solid plan.
“Don’t wish it was easier. Wish you were better.” ~ Jim Rhone
Books We Talked About
Spin Selling – Neil Rakham
Managing Major Sales – Neil Rackham & Richard Ruff
Million Dollar Consulting – Alan Weiss
7 Steps to Sales Scripts for B2B Appointment Setting – Scott Channell
Where To Find Scott
You will definitely want to join us again next week when I bring on maybe the most sought-after sales trainers, authors, and speakers on the planet. Jeb Blount stopped by last week and the conversation was absolutely amazing! I can’t wait to share it with you!