Sunil Chugh’s Post

The most awkward part of cold calling? Silence. Cold calls used to terrify me. The silence after I asked a question felt like forever. So, I’d panic—ramble, overshare, and lose control of the call. Then I learned this: silence isn’t rejection. It’s your prospect thinking. The next time I faced silence, I paused and let it happen. And the prospect opened up. Here’s the secret: lean into the silence. It shows patience and gives your prospect space to respond. Cold calling isn’t about talking; it’s about listening. What’s your best strategy for handling silence?

Did you know that objections are your friend? When it comes to cold calling, objections aren’t a bad thing – they're actually part of the trust building process. But how you handle them makes all the difference. Here’s what cold call expert Austin Owens teaches at isolved 1️⃣ Get to the Objection Fast – Don’t be afraid of objections. They’re a sign the prospect is engaged. If a rep skips objections and sets a meeting too easily, I’d be skeptical about that meeting holding. 2️⃣ Handle Low-Level Objections with a Value Prop – For objections like “I’m busy” or “Not interested,” don’t chase them with a passive response. Instead, restate your value proposition or ask a simple question like “What provider are you currently using?” to keep the conversation moving. 3️⃣ Turn High-Level Objections Into Opportunities – When a prospect says, “We already use XYZ provider” or “I’m not the decision maker,” flip it around: “That’s exactly why I’m calling! We work with people on XYZ, and here’s what they’re saying…” This reframes the objection as a reason to meet. Objections are just opportunities in disguise – the key is staying calm, being prepared, and always pushing the conversation forward. How do you handle objections in your cold calls?

For any cold callers having trouble digging deeper into your prospect's pains, this is for you... Hook onto any "emotional" words they mention about their current process and drill into them. 🎣 Common emotional words that prospects say: "Yeah, it takes too long" "It's a bit buggy" "Just hard to do right now" "Not fast enough" "It's been expensive" This is all surface-level pain. Not the pain you need to influence real change. Your response should not be "Got it, we help by..." ❌ Your response should be "How so?" ✅ But it's not just saying the words, it's also using the right tonality. You need to come off as genuinely curious or confused for them to let their guard down. From there the real conversation starts. Use it on your dials today, bet you'll see a difference. Happy Dialing ☎

“You are horrible at this. Never call me again and you should quit your job” …no one ever responded to me like this on the call. …despite my initial expectations and fears! When I started cold calling, I thought rude or extremely negative responses would be common. Turns out that’s far from reality. You can’t lose anything from cold calling a customer. Possible outcomes are: • You book a meeting with a prospect. -> Amazing job, let’s go! • You face objections. -> Whether you manage to handle them or not - you just learned valuable info on what is blocking your target prospect from having a discussion.  • You reached the wrong person. -> Not a problem - figure out who is relevant and most people would be willing to advise you.  • You receive a rejection, the prospect hangs up. -> Not the end of the world, there can be many reasons for this apart from no interest. Plus, every rejection makes the next one easier to deal with. • You reach someone in a bad mood and get yelled at. -> In those 1% of cases, just remember not to take it personally. Move on. It took me time to get fully comfortable with the daily routine of making calls and to drop those imaginary fears. I don’t know who needs to hear this, but whether you’re about to get into cold calling or still not fully comfortable with the process: I hope these points remind you that there’s no point in imagining the worst-case scenario. Instead, focus on what could happen for you and your business if you secure this customer. What are your approaches to mastering cold calling? Leave your tips in the comments! #sales #outreach #coldcalling

𝐄𝐀𝐒𝐘, 𝐋𝐎𝐕𝐄𝐋𝐘 𝐒𝐀𝐋𝐄𝐒 – 𝐭𝐡𝐞 𝐞𝐚𝐬𝐢𝐞𝐬𝐭 𝐰𝐚𝐲 𝐭𝐨 𝐬𝐞𝐥𝐥 𝐦𝐨𝐫𝐞 When selling, there are two people to sell to: 1.      Contacts 2.      Strangers But 𝘴𝘵𝘳𝘢𝘯𝘨𝘦𝘳𝘴 are hard work. You have to meet them, impress them, build a relationship, build trust…these things take time. It’s much easier to speak to your existing 𝘤𝘰𝘯𝘵𝘢𝘤𝘵𝘴, and ask them one of two questions: 1.      𝐇𝐎𝐖 𝐄𝐋𝐒𝐄? 2.      𝐖𝐇𝐎 𝐄𝐋𝐒𝐄? In other words: ●      𝐇𝐎𝐖 𝐄𝐋𝐒𝐄? – “Other than the work we’re doing together, HOW ELSE can I help you?” ●      𝐖𝐇𝐎 𝐄𝐋𝐒𝐄? – “Of everyone you know, WHO ELSE would benefit from the work we’re doing together?” Their only answers to both are: ●      Happy – “I know something/someone” ●      Sad – “Nothing/nobody” ●      Unsure – “I don’t know” For the first one, that’s brilliant! You now have a chance of providing more help and/or getting a personal introduction. If it’s either of the bottom two, simply follow up by asking something like: ●      (HOW ELSE) - “That’s great. Would you be interested in hearing what my other customers are asking me to do, to help them?” ●      (WHO ELSE) “That’s great. Please can I tell you the people who tend to benefit most from what I do?” If they say “yes” to this – and they probably will – you now have the opportunity to talk about new ways you can add value, or find new people you can help. Does this always work? No, of course not. Nothing does. But they could well do. And it won’t do you any harm to ask. And let’s face it… both are a lot nicer than cold calling strangers! 𝐀𝐜𝐭𝐢𝐨𝐧 𝐏𝐨𝐢𝐧𝐭 ●      Who’s the next person you’re meeting with today? ●      Would it be appropriate to ask ‘HOW ELSE?’ or ‘WHO ELSE?’ during this conversation? ●      If so, do so!

The goal of a cold call is to book a call, but that doesn't mean it will always happen. Focus on having a genuine conversation. The key is listening first, then saying what the prospect wants to hear. If they're not interested, don't push it. Move on to the next call.

Many cold callers take objections personally and beat themselves up over it. It's okay to accept an objection, but it's not okay to simply give up and move on. Instead, we should embrace objections as opportunities to understand the prospect's situation better and overcome their concerns. Here are some examples of how to handle common objections: Prospect: "I'm not interested." Me: "Okay John, I can understand. But I wouldn't be doing my job if I didn't ask why you're not interested. A simple question like this shows you're willing to listen and could lead to uncovering their real objection, which you may be able to address." Prospect: "No budget, call back in 6 months." Me: "I understand budget is a concern, but the ultimate goal is just to get the information in front of your eyes. Also, if you don't mind me asking, what will change in 6 months to make this a better fit? Asking questions like this gets them thinking and leaves the door open." Prospect: "Where did you get my number? Remove me from your list." Me: "John, I can understand feeling frustrated about receiving an unexpected call. Many software platforms like ZoomInfo provide this contact information. However, I'd be happy to spend 30 seconds understanding if this is relevant to your business needs before removing you from my list." The key is to remember that prospects are human, just like us. By acknowledging their objections with empathy and asking thoughtful follow-up questions, we can often uncover their real concerns and continue the conversation respectfully. #Sales #coldcalls #coldcallingtips

80% of your cold calls get answered with “I'm in a meeting” But 90% of the time, the prospect isn't actually in a meeting If they’re actually busy; wouldn’t have lift a call from an unknown number… 5 ways to handle it and qualify if the prospect is really interested or not on that call itself 1. Would you have a couple of seconds  to share why I called you?  I promise to be brief. 2. Mind if I take a couple of seconds to share why I called you and you can decide if it’s worth a call back? 3. Are you really in a meeting or is it a nice way of saying I don't want to talk to you? Both ways I am fine. 4. Is the meeting about [then state the problem you're calling to help them solve] 5. Can I take a couple of seconds to  quickly share why I’m calling to see if it’s relevant?” Based on the answers you can decide if the prospect is really interested or not. Happy cold calling! #abm #coldcalling

How to Use the Fear of Judgment to Your Advantage in Cold Calling! And Master the Art of Fearless Cold Calling Let me guess... you're afraid of being judged when you pick up the phone, right? You worry about what the person on the other end is thinking. Maybe they’ll hang up, perhaps they’ll laugh, or Probably they’ll just say no. Good. You see that fear; it’s your secret weapon. Years ago, I had a sales rep freeze up on calls. Every time they heard "no," they felt like they were being judged. I told them something that changed everything: "That fear is a sign you're about to grow." See, that fear of judgment isn't there to stop you. It’s there to wake you up. It makes you sharper, more careful with your words, and more tuned in to your prospect’s needs. The trick is that instead of running from it, lean into it, feel it, and pick up the phone anyway. It pushes you to be your best, and soon, those fears will turn into fuel for better results. Use the fear. Make the call. Watch what happens. Helpful? Don't forget to follow me for more sales and cold-calling tips. #Sales #EmmaOnuohaJnr #Coldcalling

Dismissive objections are the most common because they’re often the first surface-level reaction a prospect will have to a cold call. They’re hoping for a quick shutdown when they say "I’m not interested" or "Call me in 6 months." They don’t give you any rope to work with – you have no idea why they aren’t interested or what they’re doing today. So you have to get more information before you handle them, but that’s hard because they usually already have one foot out the door. Here's how we like to handle some of these 👇 Check out our full guide with scripts for some of the toughest objections at the link below.