#051: Scott Channell – Dramatically Improve Your Cold Call Scripts


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 Scott And I 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

Setting Sales Appointments: How to Gain Access To Top Level Decision-Makers – Scott Channell

7 Steps to Sales Scripts for B2B Appointment Setting – Scott Channell


Where To Find Scott

You can reach Scott at his website: ScottChannell.com or on LinkedIn at linkedin.com/in/scottchannell1

Next Week

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!

Tim Martin

Tim Martin

Tim has spent the last 22 years in the VB sales world. During that time he has recruited and trained over 2,000 agents to get people to do what they should, but wouldn't do if we didn't come along. In addition to his leadership rolls at the two largest VB carriers on the planet, Tim has worked with outside organizations through consulting and sales coaching. His energetic and humorous key note addresses have also inspired and electrified audiences throughout the United States. Currently Tim is also working on his first book "Success Is Voluntary." Tim and the lovely Dizzy D reside in Peoria, Arizona. They have been married for 30 years and are the proud parent of two gorgeous grown young women, Brittny 29 and Victoria 26.

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