Cold calling is a technique whereby a salesperson contacts individuals who have not previously expressed an interest in the products or services that are being offered, as opposed to warm calling. Cold calling typically refers to phone calls but can also entail drop-in visits, such as with door-to-door salespeople.

1. Cold Calling
Best Practices

2. Learning Objectives
To learn and utilize a proven
cold-calling structure to success
To practice and sharpen our
cold-calling skills

3. MAKE CALL Process
Express
Thanks
Make a Short
Intro
Ask for the
Decision
Maker
Key in on the
Best Way to
Communicate
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4. MAKE CALL Process
Learn
Pre-Meeting
Facts
Communicate
a Short Intro
Ask Questions
Listen
Give Insights
Leverage
Power
Statement &
Ask for a
Meeting
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5. Cold Calling Goals
What are THREE goals of yours
when you are cold calling?

6. Phase 1: Gatekeeper
IDEAL STATE: Find the name of the
Decision Maker before you call.

7. Phase 1: Gatekeeper
Group Question:
What are the goals of a typical
gatekeeper?

8. MAKE a Short Intro
This should include…
Name
Company
Purpose
DO NOT
try to be tricky
or hide your
motivations for
calling!
Make a Short
Intro

9. ASK for the DM
How do you typically ask for the decision maker?
Ask for the
Decision
Maker

10. KEY in on the Best Way to Communicate
Key in on the
Best Way to
Communicate
PHONE? EMAIL? TEXT?
IN-
PERSON?
WHAT
TIMES?

11. EXPRESS Thanks
Be sincere, restate game plan if needed,
and remember their name!
Express
Thanks

12. Phase 2: Decision Maker
Group Question:
What are the goals of a typical decision maker?

13. COMMUNICATE a Short Intro
Communicate
a Short Intro
This should include…
Name
Company
Purpose

14. ASK Question; Listen; Give Insight
Ask Questions
Listen
Give Insights
1. Ask open-ended
questions
2. Listen thoughtfully
3.
Respond with an insight that allows
prospect to see the opportunity (and listen
for buying signal!)

15. ASK Question; Listen; Give Insight
Ask Questions
Listen
Give Insights
Open-Ended Questions
Prepped Before-Hand
Leading…

16. ASK Question; Listen; Give Insight
Ask Questions
Listen
Give Insights
Listen Thoughtfully
It is a CONVERSATION

17. ASK Question; Listen; Give Insight
Ask Questions
Listen
Give Insights
Utilize a Prepared Insight
Should be relevant to question and response
Sets You as Consultant
Category, Company, Competition, Client,
Consumer

18. LEVERAGE a Power Statement
Leverage
Power
Statement &
Ask for a
Meeting
What is a POWER STATEMENT?
Tie it all together and close on appointment

19. LEVERAGE a Power Statement
Leverage
Power
Statement &
Ask for a
MeetingNo more than 1-2
sentences.
Don’t forget to ASK
FOR THE MEETING

20. Learn Pre-Meeting Facts
Learn
Pre-Meeting
Facts
Don’t be afraid to follow up with
NECESSARY questions after a face
to face meeting is agreed to.
Explain the WHY behind the
questions.

21. Questions?