Five B2B Cold-Calling Mistakes That Cost You Sales & Customers





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Published on Mar 11, 2014


This video outlines the most common cold-calling mistakes that B2B salespeople make. Contrary to popular belief, cold-calling isn't dead and won't go away any time soon.

While there are a number of online advertisements all bestowing the benefits of not having to cold call, the reality is that at some point you have to make that all-important first call. How you handle that initial call will define your ability to move forward or be cast aside.

First, don't ask your prospect how they are doing today. Your prospect is almost never doing well - and asking that gives them an out - they can easily answer with "not well, please call back later"

Second, don't ask "is now a good time?". Again, it's never a good time. Avoid this entirely. This is another out your customer can take by easily saying it's not a good time you'll have to call back.

Third, go right into your 15 second intro. Don't give your prospect an opportunity to close the door. Don't ask how they're doing, if now is a good time or if they have the time. Just go right into your 15 second intro.

Fourth, focus on a specific value proposition - a product or service that no other company has. This is one you can easily distinguish versus your competition. The choice is yours: You can talk about something everyone has - or you can talk about something nobody else has - something that makes all other offers obsolete.

Fifth, use a proper set up: We are not option "A" or option "C" - we are option "B" - then pause - if that option is something the customer has never heard of before, you pause and wait. Eventually, they'll ask you to explain why your option, your product is so different.


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