30 Minutes to President's Club | No-Nonsense Sales 229 (Sell) Nail Your Cold Calls by Handling Objections and Following Up Like a Pro (Lylle Ryals, RocketReach)
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Jul 2, 2024 
Lylle Ryals, Co-founder of RocketReach, shares strategies for handling cold call objections and follow-up in sales. He emphasizes using GIFs or Venn Diagrams in emails, redirecting conversations to uncover needs, and structuring emails to address pain points effectively. Ryals' experience in business development adds credibility to his insights on successful sales strategies.
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Opening a Cold Call
- Ditch permission-based openers; assume permission when a prospect answers.
- Confirm their name and role, then jump into your first question.
Peeling the Onion
- Don't pre-plan your cold calls; let the prospect guide the conversation.
- Ask questions based on their responses, like peeling an onion.
Focus on Positives
- Focus on positives, not negatives, to uncover pain points.
- Ask "What are you loving about it?" instead of directly asking about issues.