Hey, Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes.
I've been a sales leader for 100+ sellers. Everyone from:
- Outbound-only appointment setters to
- Account Executives with decades of experience to
- Founders who have never spoken to a prospect before.
And many have the same fear.
They fear the phone.
Not wanting to dial the phone is a reasonable fear. If you never call anyone,
- You'll never get hung up on
- They can never reject you, to your face
- No one can ever laugh at your pitch (this happened to me more than once)
Want to know a secret?
These outcomes are mythologically rare.
Almost everyone will be respectful, humane, and fair.
When you start dialing, you'll learn that calling people is the fastest way to have a conversation:
- Cold conversations: You'll learn if they're open to a sales journey
- Active conversations: You'll see where you stand
- Reactivation conversations: you'll get an answer faster and more straightforward than any other form of communication.
And all it takes is a 3-minute conversation.
Clarity
Everything that isn't a dial leaves the door open. Maybe they didn't see the email. Maybe they're going to reply next week. Maybe they're waiting for…. Maybe maybe maybe.
Elite sellers know living in the maybe is a time and emotion sink they can't afford.
All it takes is a few dials to stop living in the maybe.
Everything you need to start dialing
To get started, you need:
- A phone
- A list of people to dial (format below)
- Time blocked in your calendar: 45 minutes or 1 hour. Less and you won't get enough done; more and you'll run out of steam.
That's it.
A list to dial
In an ideal world, keep your list simple.
A Google Sheet with column titles Name, Number, Reason, and Outcome. Prefill Name, Number, Reason, and leave Outcome for when you dial.
With the list, less is more.
Many sellers default to using a CRM-produced list. I recommend against that.
I've found that using a CRM will cause dialers to lose momentum and waste time that is better spent on the phone.
This includes everything from sending email follow-ups to booking calendar invites for follow-up conversations.
Whether you book a meeting, leave a voicemail, ring out, or anything in between, update the "Outcome" column and then keep going.
A simple shorthand I use is:
- NA - no answer
- VM - left a voicemail
- NI - no interest
- Update - the number/name is wrong. Find a new one
- Con - connected (add more details)
Once you've finished your session, only then send the follow-up emails, update the CRM, etc.
When it comes to calling, more dials are always better.
The journey of 1000 miles begins with…
You need an irresistible first step when pushing yourself to do something new, uncomfortable, or both.
Dialing a loved one is the best first step to start a calling session.
Someone who will always answer, someone who is open to a short chat, and someone who will be delighted to speak to you.
I call my Mum.
We have a ~5-minute conversation about her day, how she is, anything.
Then, as the call ends, I immediately make the first dial before doing anything else.
And keep the momentum for each following dial.
Ideally, update the "Outcome" column as the following dial rings.
If it takes longer to make the notes, take a few seconds or a minute. But always keep sight of the goal - keep dialing.
Youtube Motivation
Another way to pump yourself up is to watch a short video clip before you start. This is my favorite (click on the meme):
Bring it all together
- Plan ahead - 45 mins/1 hour in the calendar
- Dial at least once a week - cold, active, or reactivation buyers
- Have a prebuild list with columns Name, Number, Reason, and Outcome
- Start with Motivation
- Then, instantly start dialing your list
- Optimize for dials and conversations, and save all the paperwork for later.
- Update ONLY the "Outcome" column - not a CRM, nor cal invites or emails
- Rinse and repeat as often as once a day
New layout - let me know:
Until next week,
Scott Cowley
PS If you want to see how/if I can help with your sales efforts, consider Booking a Call.
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