The Predictable Revenue Podcast 319: How to be Successful Over the Phone with Drew Kluender
14 snips
Oct 19, 2023 Drew Kluender, Senior Inside Sales Rep at Orum, discusses the art of sales over the phone. Key topics include breaking down a cold-call script, objection handling, adding value after the accusation audit, and dealing with the 'We're currently using [competition]' objection. Other chapters cover organizing the day for successful cold calling, outreach strategies, and the importance of attitude in cold calling.
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Episode notes
Structure Your Cold Call Script
- Script the first half of cold calls exactly and memorize your opener and value prop.
- Use a concise value prop tied to positive business outcomes and follow with a situation question.
Beat The "I'm Busy" Brush-Off
- Handle "I'm busy" with empathy then ask one quick qualifying question.
- Most prospects will say yes and let you ask a succinct situation question.
Use A Second-Level Question And Assumptive CTA
- After a situation answer, ask a second-level open question to expand details.
- Reaffirm the positive business outcome then use an assumptive CTA with two time options.