# reps who cold emailed me as a VP of Sales: 13,72

# reps who cold emailed me as a VP of Sales: 13,72 # reps who cold called me as a VP of Sales: 6 Your secret advantage is doing what everyone else is afraid to do. Armand Farrokh @armandfarrokh 3 things to nail in the tone of a cold call: Speak uncomfortably slowly Eliminate upward inflection Tough objection? Laugh. As much as I love a good cold call opener. If you don't nail the tone. Doesn't matter. Armand Farrokh @armandfarrokh The most disarming reply to "I'M NOT INTERESTED" on a cold call is this: This one's totally my bad. Either my pitch was really crummy or you would've reached out to us if you were interested. No one keeps fighting when you agree with the objection. Then, ask a question. Armand Farrokh @armandfarrokh The first words on a cold call should demonstrate what you know about them. Not your name. Not "how's your day going?" I say: "Jane, workin' with a few partners in the Skadden office. Armand from Northwestern, heard the name tossed around?" Armand Farrokh @armandfarrokh I get rejected on 2/3 cold calls and I'm writing a book on cold calling. The best sellers win 1 in 3. The game is who can deal with "the suck" of cold calling the longest? Armand Farrokh @armandfarrokh Your pitch shouldn't mention your product until you establish a problem. Start with "You know when [THIS CRAPPY SITUATION] happens?" Then explain how you make it go away. Armand Farrokh @armandfarrokh Sellers hide their fear around cold calling by: - Spending 3 hours researching a prospect - Saying there's no time to call during EOQ - Checking their inbox 20 times a day - Trying to pick the optimal time to dial - Social selling Leave these reps in the dust. Armand Farrokh @armandfarrokh The secret to killing cold call reluctance is in doing it so many times that you: 1. Become numb to the rejection. 2. Create the mental connection that 50 dials = 1 meeting. You *know* the inputs will lead to the outputs. Armand Farrokh @armandfarrokh None of these are real objections: - Not interested - Call me in 6 months - Send me an email - Is this a cold call? - Where'd you get my number? They're all reactions. Agree with them and they'll think: wait, he's not gonna try to sell me? Then introduce logic. Armand Farrokh @armandfarrokh Never introduce yourself at the beginning of the cold call. The moment you say "this is Armand from Acme" -- they've categorized you as a telemarketer and won't listen to anything. Lead with what you know about *them* first, then introduce yourself. Armand Farrokh @armandfarrokh I walked around the streets of SF repeating my cold call opener hundreds of times. Yeah, it's weird. But you can practice your opener 40 times in 15 minutes. It takes 800 cold calls to get 40 connects in the game. Armand Farrokh @armandfarrokh If you make 200 dials every week for a year, that's 10,400 cold calls. I don't know anyone who was bad at cold calling after 10,400 cold calls.