Cold calling is a skill. Whether you're a natural or a novice, you can always improve. So how do you sharpen your skills and set more appointments?

Just like athletes, musicians, surgeons, and other professionals, sales reps get better when they practice.

...and maximize the chances of a positive outcome.

Dial up more appointments with these 6 winning scripts designed to maximize your cold calling efficiency and spotlight the things your prospects are most eager to talk about. Click on a script below to learn more, or scroll down to read through all six.

SCRIPT No. 1: The Double Handshake

SCRIPT No. 2: The Reason I'm Calling (TRIC)

SCRIPT No. 3: Let Me Ask You Something

SCRIPT No. 4: Sell The Appointment

SCRIPT No. 5: The Last Resort

SCRIPT No. 6: The Boomerang Message

 

CHALLENGE No. 1

Play The Prospect

The "Double Handshake" (also known as the "Permission" method) is your go-to opener for any cold call. It's a direct, two-pronged approach designed to get to the point quickly and keep your prospect focused on what you're saying.

PROSPECT:

"Hello?"

SALES REP:

"Hello, I’m {FIRST & LAST NAME}. We haven’t met, but do you have a moment to speak with me?"

PROSPECT:

"No" or "Not right now"

SALES REP:

“Okay, thanks. Is there a better time today we can talk?”

 

CHALLENGE No. 2

Play The Fly On The Wall

If your prospect agrees to talk, it's time to turn to the meat and potatoes of the cold call. The Reason I'm Calling (TRIC) keeps the call moving, and reminds you to give your prospect a reason to stay interested.

PROSPECT:

"What's this about?"

SALES REP:

The Reason I'm Calling...

(...is to offer you the chance to)

(...is to see if you’d like to)

(...is to show you some ideas about)

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CHALLENGE No. 3

Get Past The Gatekeeper

Your prospect can resist (and they likely will) in a number of ways. Use pointed, probing questions to get your prospect talking and steer the conversation in a more productive direction.

PROSPECT:

"Things are going fine. Not interested."

SALES REP:

“If changing your approach isn’t a top priority right now, what are your top priorities?”

“Are there things about your process you wish were better?”

“Can you share some of the details of what you’re doing so I can understand what’s working so well?”

“Are you ever concerned about {COMMON PROBLEM}?”

“On a scale of 1-10, how would you rate how things are going right now?”

 

CHALLENGE No. 4

Overcome Initial Resistance

Don't sell your product—your prospect doesn't care yet, and you're not going to close a complex B2B sale on a cold call anyway. Instead, sell the benefits of an appointment as a no-strings-attached way to continue the discussion about your prospect's goals, challenges, and possible solutions.

PROSPECT:

"Sounds interesting, but I'm not ready to buy right now."

SALES REP:

“That's understandable, and that’s exactly why I called. Our clients experience a lot of the same dilemmas and obstacles, and when we meet, we can look at potential solutions.

“You may never become a customer, but you’ll gain some good ideas either way.”

 

CHALLENGE No. 5

Answer The Tough Questions

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If your prospect continues to resist, don't give up hope. As a last resort, try using the "3-6-9" question at the end of your call with the goal of establishing a timeframe for future follow-up.

PROSPECT:

"Thanks for the offer, but I'm still not sure."

SALES REP:

“Okay, I understand you don’t want to meet right now. So let me ask you: 3, 6, or 9?”

PROSPECT:

"What do you mean?" or "I don't understand?"

SALES REP:

When should I follow up: in 3, 6, or 9 {days, weeks, months}?