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- Push a button
- Talk to targets
- Not too good to be true
- Stumbled upon ConnectAndSell
- Shawn McLaren was the founder
- Chris is a physicist
- Came in as the VP of Products
- Became CEO in 2014
- Humans in the background do the grunt work but they're armed to the teeth with technology to get you in touch with the right prospect
- Makes 50 million dials a year
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- Prospects are afraid of us since we ambush them
- But they respond to how we treat them
- We have seven seconds to get them to trust us
- Show the other person that we see the world through their eyes
- Show we are competent to solve a problem they have right now
- "I know I'm an interruption. May I take 27 seconds" with a playful voice
- Trust is the result
- Round numbers are too odd to be believable
- "I believe I've discovered a breakthrough."
- "Do you have your calendar handy?" in a playful voice
- You are the silver bullet
- It's your job to hit the curveball
- Sales is easy to get into so it attracts lower talent
- Talking and listening is easy enough but they don't read or write well
- It's not fair to ask salespeople to do research or process design
- He has lead pools instead of territories
- His agents are not dialers because it doesn't scale
- He uses centralized servers
- It's like requesting an Uber. It won't connect unless you ask.
- 14.79 dials to have a conversation
- 2 min, 18 seconds between conversations
- CRM is automated so it's updated perfectly every time
- Always circle back on ideal prospects
- Call back those who hung up on you the next day or next week
- "Hey, when we last spoke you didn't have time to talk. Is now a better time?"
- Only 3 out of 218 asked to be taken off the list
- 0.9% blocked by gatekeeper
- 21.7 to 24.2 dials to connect since COVID
- Psychological consistency is key
- They never get over the ambush on the first call
- "The Venus flytrap" objection is "Tell me more" and they reply with "We're all set" and you're dead
- Horses are big like prospects and they can always run away
- Get them to come to you and take a meeting
- Offer a carrot
- He offers 700 test drives a year
- Cold Calling Flight School, nail the message, takeoff (the first 7 seconds), free flight (27 seconds), landing (setting the meeting), turbulence (objections)
Links Mentioned In The Sales Podcast