In today's episode, we tore down cold cold calls from multiple SDR's.
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0:45 - Logan Westberg introduces his call.
1:51 - Logan Westberg's call begins!
2:16 - His pitch GOES FOR THE DEMO CLOSE?!
4:15 - We literally can't believe this guy.
8:36 - When they're engaged, just go for the close!
10:10 - He literally can't stop eating out of Logan's hand...
12:38 - Logan's founder INVENTED the prospect's objection...
13:11 - Logan goes for the final demo close.. and wins!
15:47 - Takeaways and key princicples
When a prospect says "Send me more information", it's not a "no". They're just not sold that what you're offering is worth their time. You need to ask more qualifying questions that demonstrates industry expertise.
Pacing your speech in a similar rhythm to your prospect is important. Don't have 9/10 energy if your prospect is at a 3/10. That will create friction in your interaction that benefits neither of you.
Asking questions is what opens your prospect up. It demonstrates curiosity, competence, caring, and creativity. The quality of your questions dictates the emotional buy-in of the prospect.
This cold call was a successful implementation of the Challenger Sale "Idea Drown" - Logan bombarded him with facts and information about his product and how it solves pain points for the prospect until he accepted a meeting.
18:04 - "The Bucket Technique"
This technique suggests 2 or 3 pain points your product can solve really well, and gives the prospect the opportunity to identify with them.
"The s I talk to typically fall into X bucket or Y bucket."</p>
<p>Example: "The IT Directors I talk to typically fall into the bucket of being stuck in legacy hardware without the budget to refresh, or having too little visibility on what the oldest equipment in the data center even is."</p>
<p><strong>19:02 - The "Negative Reverse Ask"</strong></p>
<p>This technique lowers the psychological barrier to entry for a prospect to agree to a meeting (or any next step).<br>
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"Would it be ridiculous if we set up time to even look at it? Just to see once and for all if this is something that would even be relevant to you.."</p>
