When my friend Niall Doherty included this video entitled “10 minutes of cold calling” in his weekly newsletter (1), I was intrigued so watched it.
It showed Benjamin Dennehy (aka UK’s Most Hated Sales Trainer) doing three cold calls in the space of 10 minutes (2) and you know what, it diffused some of the scariness.
“I’ll be upfront, this is a sales call, I’m not sure if you want to hang up now or let me have 30 seconds and then decide.”
Good use of humour and most people would probably give him the 30 seconds to see what he had to offer. Throughout all of the calls, he listens to what the person really says, is polite and is fine with a No too.
On the third call he makes, he asks if the person is open to changing something. It’s a key question because it checks the mindset. If people think something cannot be changed, it cannot and if they think it can, then it usually can.
He finishes with always asking if they know of anyone who might be interested in his services. Always good to ask because you never know.
At the end of the day, it’s a numbers game and he showed that you can do a lot in 10 minutes. Imagine the amount of time you save by just getting on with the task.
What do you need to get on with?