COLD CALLS THAT OPENED WITH THIS QUESTION BOASTED A 10.01% SUCCESS RATE COMPARED TO THE 1.5% BASELINE. BEGINNING WITH A PROACTIVE REASON FOR YOUR CALL INCREASES YOUR SUCCESS RATE BY 2.1X. HUMANS CRAVE REASONS, SO GIVE THEM ONE! “HOW HAVE YOU BEEN?” 1. Baseline Using the Phrase Success Rate (Booked a Meeting) 0 4 8 12 6.6x BECAUSE YOU NEED TO EDUCATE AND INFORM THE BUYER STRAIGHT OUT OF THE GATE, TOP REPS “OWN” MORE OF THE CONVERSATION. EVERY SENTENCE YOU UTTER ON A COLD CALL SHOULD SERVE ONE PURPOSE: TO GET THE LISTENER TO LISTEN TO YOUR NEXT SENTENCE. CHOOSE YOUR WORDS CAREFULLY. SELL THE MEETING 3. Salesperson Prospect Don’t be afraid to go on a longer monologue than normal. Sell the meeting, don’t do discovery. Monologue Monologue Monologue Monologue THE LONGER THE CALL, THE BETTER 5

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