Donald Kelly | Three Things I Do To Fix The Awkward Moment When A Prospect Answers

After making several calls back-to-back and finally getting an answer from a prospect, you may find yourself shocked that they even decided to pick up the phone. Now lost for words, there's a thick air between the lines that quickly makes them lose interest in whatever you have to say. How can you fix this awkward silence to turn everything around? Tune in and hear the three tips I share to help you out.

Back to the Basics Series

• If you go back and listen to my back-to-basics series, one of the tips I share is how to fill in the first ten seconds during a cold call. 

• The tips I share in this series are to slow down the call and ask specific questions that will help you stay in control. I also share a story in this episode on how you can stay on your game when a prospect answers the phone.

Provide Relevancy

• The whole point of cold outreach is to provide the prospect with a solution relevant to their problem. If you can't give this to them the moment they answer the phone, then more than likely they're not going to listen to you.

"If you don't have true relevancy, then it's tough to make an effective cold call. You gotta make sure you have something that matters to them and a solution that can fix their problem." - Donald Kelly.

Resources

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Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.