Have you ever wanted to see what a proper phone sales call should look like?
Most salespeople make mistakes in their prospecting calls simply because they’ve never actually seen it done the RIGHT way.
Well, I filmed a reenactment of a real cold prospecting call that I had made recently. You will notice how I am not smooth or polished, but rather, I aim to come off as totally authentic. I am also totally unfazed by any push back from the prospect. You’ve got to see this!
In this video, I’m going to show you what a REAL cold prospecting call should look like. Check it out:
Sales Call Video Prospect: Hello, it’s Colin.
Sales Call Video Salesperson: Hey, Colin. Marc Wayshak calling. Did I catch you at a bad time?
Sales Call Video Prospect: Yeah, I’m a little caught up with some things right now.
Sales Call Video Salesperson: Okay, fair enough. Would it be okay if I took 30 seconds, told you why I called, and if, after that, it doesn’t make sense, we could just hang up? Does that sound fair?
Sales Call Video Prospect: Yeah, that’s all right.
Sales Call Video Salesperson: Okay, great. I’m a sales strategist who works with midsize companies to create a game plan for dramatically increasing sales. My clients typically come to me when they’re losing sales to low-cost competitors, their teams are inconsistently hitting sales targets, or they’re just frustrated with a lack of results from their existing sales team. Do any of those issues ring true to you?
Sales Call Video Prospect: Yeah, actually, not hitting sales goals has been a problem for my company recently.
Sales Call Video Salesperson: Tell me just a little bit more about that.
Sales Call Video Prospect: Well, we have about 20 to 25 agents in my office, and it just seems like we’ve been losing a lot of these big condo sales to our competitors recently. We’re not moving quickly enough. When we do show the places, we still aren’t closing the sales somehow. I haven’t been able to figure out what the real issues are, but we’re definitely losing some business.
Sales Call Video Salesperson: What have you done to fix this?
Sales Call Video Prospect: I’ve had some chats with my bigger sales guys to see what they think the problems are. I’ve asked them why they aren’t closing these sales like they were six months or a year ago. Again, we haven’t really been able to put our finger on anything. The market is great right now—there are places that are selling a day or two after they go on the market, and we’re just not getting those places. We’re having people come to us who want to move quickly and buy condos, and we’re just losing out on a lot of great places.
Sales Call Video Salesperson: That’s a really common issue I hear. What would you say this issue’s costing you in your organization?
Sales Call Video Prospect: I’d probably say around $2.5 to $3 million.
Sales Call Video Salesperson: Okay. Well, Colin, can I make a recommendation?
Sales Call Video Prospect: Yeah, sure.
Sales Call Video Salesperson: Why don’t we set up an appointment and get together face to face? It will take about 60 minutes or so, and we can talk about this further. I think there are some ideas that I could share with you to really help you solve this challenge. Does that make any sense to you?
Sales Call Video Prospect: Yeah, I’d be willing to set the meeting.
Sales Call Video Salesperson: Okay, great. What works for you next week?
Sales Call Video Prospect: I think I’m pretty busy Monday and Tuesday, but I could do a Wednesday afternoon or Thursday morning.
Sales Call Video Salesperson: Okay. Looking at my calendar, Wednesday afternoon is fine with me. What’s best for you Wednesday afternoon?
Sales Call Video Prospect: Hold on, I’m just pulling up my calendar—any time after 2 p.m.
Sales Call Video Salesperson: Okay, I can actually make 2:30 work.
Sales Call Video Prospect: That’s perfect.
Sales Call Video Salesperson: Okay, and the address for your office—just to confirm—is 8 Broadway Street in Boston. Right?
Sales Call Video Prospect: That’s correct.
Sales Call Video Salesperson: Okay, great—and just before I hang up, is there anyone else that you would want to include in this conversation, anyone who might be involved in this kind of a decision?
Sales Call Video Prospect: No, I’m the decision-maker, so I can’t think of anyone that I want to bring along.
Sales Call Video Salesperson: Okay, terrific. Well then, I will see you at your office, and we will discuss this a little bit further then.
Sales Call Video Prospect: Great. Thanks for the call, Marc.
Sales Call Video Salesperson: Thank you, Colin.
Sales Call Video Prospect: Goodbye.
So, there you have it: an actual phone sales call done the right way. I want to hear from you. What did you notice in the call that was different from or similar to what you do? Be sure to share below in the comments section. I’ll respond to every single comment that I can get to.
Enjoyed this article? Please share away!
Get instant access to our free sales training:
Why Prospects Push Back on Price, Give 'Think-It-Overs,' and Ghost in Sales Until They Meet a Sales Superstar Who Is Following These 7 Simple Keys
About the Author Marc Wayshak
Marc is is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling, The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered.
Marc is a contributor to Inc, HubSpot, Fast Company, Entrepreneur Magazine, and Huffington Post Business. He also hosts a popular YouTube channel on sales strategy with over 103,000 subscribers.
Marc helps thousands of people his data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today.