The Psychology of the Perfect Cold call | Salesman Podcast

On this episode of the Salesman Podcast, Chris Beall explains the exact process to start a successful cold call and the mindset you need to be in to make it stick. Chris has led software start-ups as a founder or early-stage developer for the last 30 years. He is currently CEO of ConnectAndSell, and hosts a podcast which you can find at  MarketDominanceGuys.com. Resources: Connectandsell.com Marketdominanceguys.com Chris on LinkedIn Book: Never Split the Difference: Negotiating As If Your Life Depended On It Book: Sell without Selling Out Transcript Will Barron: Hi, my name is Will, and welcome to today's episode of the Salesman Podcast. On today's show, we're looking at the psychology of the perfect cold call with our guest Chris Beall. Chris has led software startups as a founder or early stage developer for the last 30 years. He's currently the CEO of ConnectAndSell and host a podcast, which you can find over at marketdominanceguys.com with that, Chris, welcome to the show.   Chris Beall: Hey Will, great to be here.   Cold Calling is Alive Again · [00:30]    Will Barron: I'm glad to have you on mate. So this is a, I think I'm going totally sidetracked from what I was going to talk about. We'll go down a different avenue for 30 seconds and then we'll get it back onto the psychology of the cold call, but it seems like it was in fashion two or three years ago, whether it's on social media, whether it's sales training, whatever it is to start to say, cold calling is nonsense, cold calling no longer works. People don't want to be cold called and obviously cold calling is effective when used in the right way, which we'll talk about in this show, but have you found that these conversations and these premises and these debates of whether cold calling is effective or not, it's kind of died down over the last 12 months. I really feel like that narrative has almost disappeared.   Chris Beall: Yeah, I think it has. Email is the thing that's gotten hammered over the last 12 months because COVID came along and I think the rational response to it was, well, let's send a million emails and the problem is a million emails create a lot of noise. And I think that's really what has driven a resurgence of interest in having conversations.   Most Salespeople Don’t Cold Call Because They Like Hiding Behind Emails · [01:34]    Will Barron: I agree. I agree. I feel like it's almost, well, it's not almost, it's definitely easier to spam crappy emails and hide behind your inbox than it is to do the hard work of using ConnectAndSell to make the [inaudible 00:01:47] easier I guess. But the actual calls itself is somewhat labour intensive. If you're doing it correctly, I think it's fair to say is brain intensive. You having to think, you're having to engage your conversational skills, you're having to do a little bit of work there as well. So I think it's people have leveraged some of these automated tools to hide behind email, whereas you can't really hide behind a cold call. Can you?   “Gresham's law of business communications says that bad money drives out good money. So counterfeit money drives good money out of circulation because people hide the good ...