Hey guys!

Today I wanted to talk about a live role play from the August Cold Call Lab!

During one of the role-plays, an attendee said something that immediately caught my attention.

They used a statistic to explain how they could help the prospect’s company.

It was simple. It was specific. And it got the call back on track.

This is something so many people overlook.

Especially when speaking with C-suite executives.

They are busy. They don’t have time for a long pitch...

And they want to understand the value quickly.

A strong statistic can change the conversation from…

“I’m not interested.”

To…

“You have 15 seconds before my next meeting.”

That might not sound like much.

But 15 seconds is an opportunity.

Use it wisely.

Share a statistic that connects directly to a challenge they may be facing.

Make it relevant to their company.

And show them why continuing the conversation could be valuable.

Another important point came up during the same role-play…

Stay away from closed-ended questions.

Closed-ended questions make it easy for the prospect to say “no.”

And once they say “no,” it can be difficult to move the conversation forward.

I’ll be honest…

I sometimes catch myself asking closed-ended questions too.

It happened to me just the other day.

So, if this is something you struggle with, you are not alone.

When I notice myself doing it, I ask two questions…

“How can I make this more personal to the person I am speaking with?”

And…

“What can I say to make it as easy as possible for the prospect to say yes?”

This is where a relevant statistic can help.

Share the result. Connect it to their business. Then confidently offer two clear options.

For example…

“Companies like yours have improved their results by X%. That’s exactly why I think we should meet. Would tomorrow at 10:00 or 2:00 work better for you?”

Remember…

Executives don’t need more information. They need the right information. Use statistics to capture their attention.

Keep your questions open and purposeful.

And make the next step easy.

Sometimes, 15 seconds is all you need to earn the next conversation.

Good luck!

Sara

WEEKLY SPOTLIGHT ✨

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