Today, we’re talking cold calling, not just any cold calling – we’re mixing things up with Giulio Segantini, the mastermind behind outbound sales training for founders and SDRs.
Giulio is different from your average sales trainer. With a past life in recruitment and a journey that took him from Italy to Scotland, he’s got stories and strategies that turn the art of cold calling on its head. He’s known as the “Underdog Sales Trainer” for a good reason – he’s about shaking up the norm and getting real results.
In our chat, Giulio shares how he swapped recruitment for training people in sales, making a real impact in the trenches of outbound calls. Whether you’re a cold-calling newbie, a seasoned pro, or just curious about the latest tactics, this episode is packed with insights you won’t want to miss.
Quality Over Quantity
Giulio brings a unique perspective to cold calling, challenging the outdated ‘spray and pray’ technique. This approach, involving numerous calls with little focus, is becoming obsolete in the era of technology-driven sales.
He highlights the power of technology in transforming how SDRs approach cold calling. Rather than making hundreds of unfocused calls, modern tools enable SDRs to create highly targeted lists.
For instance, instead of calling every company that might need salespeople, an SDR can now identify and reach out to the few actively recruiting. This refined approach not only increases the likelihood of successful connections but also boosts the morale of the callers, saving them from fruitless attempts and unnecessary rejections.
Utilizing Advanced Tools for Better Leads
Our discussion further explored the benefits of leveraging tools like Clay and Apollo in list building. These platforms enable SDRs to filter and sort prospects accurately, significantly narrowing potential leads. Giulio mentions using a unique tool, FullEnrich, which complements Clay’s capabilities by providing high-quality mobile numbers and enhancing the outreach process.
A Strategy for the Modern Cold Caller
Giulio’s approach is about being selective and strategic. He suggests building a comprehensive list using tools like Clay, refining it with additional filters, and then targeting the most promising prospects with cold calls. This method increases efficiency and ensures that SDRs are reaching out to leads who are more likely to be interested and responsive.
Psychological Barriers in Cold Calling
Giulio touches on the psychological aspects of cold calling. He acknowledges the challenges of dealing with rejection and emphasizes the need for salespeople to overcome these mental barriers.
Moreover, he criticizes the outdated sales frameworks that don’t align with modern sales psychology, urging a shift towards more human-centric and data-backed approaches.
The psychological aspect or SDR Mindset is crucial. A successful approach involves shifting the focus from the salesperson to the prospect. The conversation should center around what interests the prospect – themselves. This approach captures attention and positions the salesperson as a listener and problem-solver.
A significant transformation in sales is changing one’s perspective to that of a “problem therapist.” This mindset is about identifying and understanding the prospect’s issues.
People generally make purchases to solve problems, so understanding these deeper issues increases the chances of securing meetings and closing deals. This approach demands genuine curiosity and empathy, focusing on solving real-world challenges.
Mastering the Journey of a Cold Call
Successful cold calling can be likened to pushing a massive rock up a steep hill – it requires persistence to reach a point of equilibrium.
The goal is to establish trust and rapport quickly, making the prospect comfortable to share their challenges honestly. Once this trust is established and the conversation shifts to the prospect’s problems, the path toward a productive discussion becomes smoother.
Opening a Call: Breaking the Ice
A successful cold call begins by acknowledging the interruption, followed by a statement emphasizing the prospect’s relevance.
For example, saying, “You’re part of a select list of companies we’re interested in working with,” can immediately capture the prospect’s interest. This technique acknowledges the unexpected nature of the call while making the prospect feel specifically chosen.
Adding humor and a personal touch can transform a cold call into a more engaging conversation. Phrases like “If it’s not relevant, you’ll never hear my accent again” can bring a sense of lightness and humanity to the call, easing any initial resistance from the prospect.
Transitioning to the Core Conversation
Gaining the prospect’s consent to proceed is crucial. Asking for confirmation with a simple “Is that fair?” ensures the prospect is willing to engage further. This step prioritizes meaningful engagement over the rush to present a pitch.
Rather than diving straight into a product pitch, focus on a problem statement pertinent to the prospect. Identify critical problems your product or service solves, aiming to strike a chord with the prospect’s challenges or pain points.
After presenting the problem statement, the conversation should naturally discuss solutions. If the prospect relates to the problem, they will likely participate in a discussion about potential solutions, making the dialogue collaborative and focused on addressing their specific needs.
Cold calling often meets with objections. Giulio advocates using humor as a tool to navigate these objections. He suggests acknowledging the unexpected nature of the call and then gently steering the conversation toward the prospect’s needs.
For instance, acknowledging that the call is an interruption and asking for help understanding if there’s a potential fit can be an effective opener.
Giulio also emphasizes the importance of asking specific, open-ended questions to engage prospects effectively. By asking for examples of problems, SDRs can make the issue more tangible, which helps prospects articulate their pain points more clearly. This method transforms the call from a generic pitch to a focused discussion of the prospect’s challenges.
From Problem Identification to Solution Exploration
Once a problem is identified, the conversation should explore possible solutions. This involves understanding the impact of the problem on the prospect’s business. Asking probing questions to delve deeper into these issues’ implications helps uncover the problem’s true scope.
An effective cold call should aim to understand the prospect’s willingness to solve the identified problem. It’s essential to gauge the level of concern and urgency the prospect has towards the issue. This understanding helps distinguish between prospects who are genuinely interested in solutions and those who are not.
Aligning Call Outcomes with Business Goals
SDRs should focus on calls that contribute to the business’s overall success, not just meeting quotas. This perspective shift emphasizes the importance of the quality of interactions and their potential to lead to meaningful business outcomes.
It’s about moving beyond booking meetings to facilitating discussions that could result in actual deals.
For new SDRs, starting with a focus on call volume is crucial to gain experience. However, as they develop, the emphasis should shift towards the quality of calls. The goal is to have calls more likely to result in valuable business engagements. This progression from quantity to quality is essential for effective sales development.
Handling Ambiguity and Building Rapport
Effective cold calling involves handling ambiguous responses from prospects. Giulio discusses strategies for steering the conversation back to the main issues when prospects give non-committal or vague answers. He suggests using humor and relatable language to make the call feel more personable and less like a sales pitch.
The conversation should create a dialogue around the prospect’s needs and challenges. This involves asking questions that lead the prospect to think deeply about their issues, making the conversation more engaging and meaningful.
The Art of Qualifying Prospects
A significant part of the cold call process is qualifying the prospects. This means understanding not just if they have a problem but also if they are interested and able to address it. Giulio’s approach involves asking direct questions to gauge the prospect’s commitment to solving their issues.
The ultimate goal of the call should be to establish a problem-solution fit. This involves understanding the prospect’s problems and aligning your offering as a potential solution. It’s about connecting the prospect’s needs and what you can offer.
Wrapping Up the Call
The call should conclude with a clear understanding of the next steps. This could involve setting up a meeting, sending additional information, or another action that moves the prospect further down the sales funnel.
The Art of Securing the Meeting
When securing a meeting, Giulio advises using a soft approach without explicitly mentioning the word ‘meeting.’ Instead, he suggests phrases like, “Would you be against setting some time aside to discuss this?” This method acknowledges the prospect’s autonomy and gently nudges them toward agreeing to a further conversation.
After a prospect agrees to a meeting, confirming their commitment is crucial. Giulio recommends humorously asking if there’s any reason they might not show up. This double-check cleanses any hidden objections and solidifies the meeting arrangement.
Our dialogue with Giulio Segantini reshapes the art of cold calling into a more human-centric and effective practice. Moving away from the outdated ‘spray and pray’ approach, he emphasizes quality over quantity, blending psychological insights with strategic targeting.
Giulio’s tactics, from the initial conversation starter to handling objections and securing meetings, center around understanding and addressing the prospect’s needs. His insights remind us that a conversation that engages and solves a real problem is at the core of every successful sale.
Are you looking to boost your outbound sales? Connect with Giulio Segantini on LinkedIn for expert training and sales strategies. Transform your approach and achieve better results!
Elevate your sales game with Predictable Revenue’s expert consulting and coaching services. Reach out! Discover how we can help you achieve scalable, repeatable revenue growth.
NO TIME TO READ?