30 Minutes to President's Club | No-Nonsense Sales

196 (Sell) How to Roll with ANY Objection in a Cold Call (Sara Plowman, Pareto)

Feb 20, 2024

Sara Plowman, a cold calling expert from Pareto, shares tactics on handling objections in cold calls. Tips include using prospect priorities for meetings, timing dials for success, and ending pitches with open-ended questions. She discusses the importance of active listening, tailoring closes to prospect needs, and structuring productive call blocks. Strategies for maintaining confidence, selling to power, and handling objections are also covered in this engaging episode.

33:04

Episode guests

Sara Plowman

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Quick takeaways

Utilize prospect's problem as reason for meeting and close on cold call.

Increase connect rate by calling early morning and evening for hard-to-reach prospects.

Deep dives

Effective Cold Call Openers

One of the main takeaways from the podcast is the importance of using effective cold call openers. Sarah Plowman, a senior business development manager, suggests using cheeky openers like 'What did I catch you in the middle of?' to grab the prospect's attention and engage them in conversation. She emphasizes the need to be genuine and build rapport with prospects, showcasing the importance of human connection in sales.

Focus on selling the value of a meeting as an SDR

01:59

Introduction

2min

Strategies for Prospect Promotion, Sales Optimization, and Cold Calling

3min

Mastering Cold Call Pitches and Handling Objections

22min

Maintaining a Confident Tone in Cold Calls and Overcoming Nervousness

4min

Tips on Selling to Power and Sales Automation Platforms

3min

Tactics for Handling Cold Call Objections and Upcoming Tactic Teardown

2min

FOUR ACTIONABLE TAKEAWAYS

Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call.
Call nine before nine, and five after five. Those early morning and evening dials can be some of the best ways to increase your connect rate with hard-to-reach prospects.
After your opener, go through the parts of your pitch, but end with an open-ended question.
You can either go into “That’s why we should meet” if they give you those three priorities or roll with the objection - “Let me tell you how we work alongside and supplement a recruiter.”

PATH TO PRESIDENT’S CLUB

Senior Business Development Manager @ Pareto
Senior Account Executive @ Pareto
Account Executive @ Pareto
Business Development Representative @ Pareto

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