📞 strategic dialing

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📞 Cold Calling Mastery

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Reveal customer energy before pitching

Chris Ritson breaks down why most SDRs fail by pitching too early. He offers structured frameworks designed to win over your first objection, and confidently book meetings:

Step 1: Opener → Triggers the truth

📌 Use their name and yours, but don’t pitch yet.

📌 Ask a low-context question to gauge energy.

“Hey Mark, it’s Chris Ritson. Got a minute?”

📌 Listen to their tone - it shows how to respond.

Step 2: Reason for calling → Get aligned

❖ State your reason for calling and connect it to their role.

“Reason I called is I work with [persona] like you on challenges like [problems]. Mind if I grab a minute to chat more on that?”

❖ This double-permission opener builds customer trust.

Step 3: Comfort blanket → Uncover pain

👉 Recap how you’re helping and use their language.

“Typically, when I speak with [persona], they tell me A, B, and C are challenges. Do any of those feel familiar?”

👉 This makes them feel understood before you qualify.

Step 4: Storytelling → Build experiences

↳ Tell relevant stories focused on problems.

“John’s team went from 45% to 85% quota in 3 months.”

↳ Relatability matters more than perfection.

Step 5: Confident suggestion → Bookings

💬 Recommend next steps and take control.

💬 Offer various time slots within five days.

“I recommend a 30-min call. Free tomorrow at 1, 2, or 3 - what works best?”

Bonus: Qualify smart in the last 30 seconds

Ask quick questions to learn more:

✔ “What’s your ideal timeline to fix [problem]?”

✔ “Would it help to loop others in for decisions?”

Lead with objection-handling, and then consistently deliver value.

Transform call blocks into dial sprints

Connor Murray explains how to make 100+ cold calls a day by front-loading the batching prep work, and structuring days beforehand so you can focus on dialing prospects:

Reverse engineer the numbers

⇒ Making 100 calls sounds huge, but most calls are short.

🔑 Your total calling time needed is only 3–4 hours.

🔑 The key is to avoid wasted minutes between calls.

Example: 30 voicemails at 5 seconds each = less than 3 minutes of your day

⇒ Live calls may go 8–10 minutes, but most calls wrap up in just 2–3 minutes.

Coil the spring before you start

📌 The real work happens upfront, not during call blocks.

✱ Build segmented contact lists in advance.

✱ Write persona-specific scripts for repetition.

✱ Schedule your call blocks ahead of time.

Example: Build a prospect list of 200 retail CFOs on a Sunday evening, write customized script for them, and then divide your list into two call blocks for the week.

Batch your buyers for efficiency

➔ Mixing personas slows you down and breaks your focus.

✅ Dial lists of the same title and industry.

✅ Customizable script works for everyone.

✅ Eliminates the need for pre-dial research.

Example: A controller at Wells Fargo and one at Chase face the same problems. One dialing script about reconciliation speed and regulatory reporting works for both.

Keep dials centered on meetings

💡 Too many live calls drag on because reps qualify instead of booking.

🎤 Use yes/no questions to get answers in 2–3 minutes.

🎤 Remember: your purpose is meetings, not discovery.

Example: Instead of “Can you walk me through your accounting workflow?” try:

“Is improving month-end close speed a priority this quarter?”

Structure your day for call volume

💬 Timing matters as much as preparation beforehand.

➤ Use mornings for email blocks to warm up agendas.

➤ Make first calls between 10:30–12, then again 3:30–5.

➤ Extend call windows into mornings or late evenings.

Example: At 10:30 EST, call Pacific prospects who are just starting their day. At 5:00 EST, switch to the West Coast again - it’s still only 2:00 for them.

Switch dismissed calls into warm referrals

Alex Olley discusses why most sellers miss one of the simplest ways to book meetings - asking for referrals on the phone. Know exactly how to do it without sounding pushy:

Turn rejection into referrals

🎤 Most sellers stop at “no” - this is where opportunity begins.

🎤 Start by acknowledging the “no” response being questioned.

“Sounds like this isn’t something for you right now.”

🎤 This lowers defenses, proves you’re listening, and resets tone.

Ease into asking questions

➔ Don’t rush - create a natural pause before the referral request.

“Do you mind if I ask you a cheeky question?”

➔ This builds curiosity and prepares them before you go further.

Make requests irresistible

💡 How you frame the ask determines whether they’ll consider it.

“Would it be crazy for you to introduce me to someone who might need our offering?”

💡 Framed like this, they reply “No, not crazy,” which opens doors.

Direct them toward specifics

✅ General asks don’t work - you need names and roles.

“Typically I speak with [persona] who face challenges like [problem]. Who would be the best person at your company or in your network?”

✅ The specifics give you information-packed responses.

Secure context for the intro

↳ A referral without context won’t land.

↳ Get more details before you follow up.

✔ Ask: “What made you think of them?”

✔ Ask: “What are their priorities right now?”

↳ Details increase your chances of a reply.

Handle pushbacks smoothly

💬 Every prospect should have fallbacks in case.

💬 If they won’t make direct introductions, ask:

“Would it be ok if I referenced this conversation and said you pointed me in their direction?”

💬 This creates built-in credibility when you reach out.

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