How To Cold Call Anyone, Anytime | Daniel G

Hey YouTube, welcome back to another

sales training video. My name is Daniel

G. I've trained well over 2 million plus

sales people at this point from all

around the world. Spoken over 700 plus

events worldwide across so many freaking

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So, let's dive right into it. Today's

video, how to master a cold call.

Regardless of what you sell, whether

you're in direct sales, network

marketing, door-todoor sales, you're in

B2B sales, B TOC sales, you appointment

set, okay? You're a coach, consultant,

thought leader, entrepreneur, you book

meetings, or you do cold calls, this

video is going to apply to you. And by

the way, if you don't make cold calls

inside of your business, it's probably

either why you have a dying business, or

number two, why you get anxiety inside

of your business. Because making a cold

call is the most active activity that

you can do inside of your business.

Number one, and is the most controllable

number two. Active means this that it

actually generates you can focus on

becoming better and it actually

generates business inside directly and

transactionally inside of your business

where it's not branding which is passive

that you put out a post you cross and

your fingers and hope and pray and say I

hope this thing lands and I hope this

it's like going to a networking event.

That is passive. making a cold call,

knocking on a door, that is a completely

active task inside of your business. So,

you must learn how to master it. And not

just that, it's because you can control

this inside of your business. You can

control making a cold call and getting

better. You can't control going on a

live stream and a million people showing

up. But when you know how to master the

art of communication

and you know how to master a cold call,

this is a controllable task. And when

you focus on things you can control

inside of your business, you eliminate

the anxiety. So, how do you exactly

master a cold call? Well, I want to dive

into a few points before we dive into

the actual structure of the cold call.

Is this number one, what we've noticed

is that over 95%

of the calls that my sales organization

has monitored across all different

industries, most people didn't struggle

with sales. Most people didn't even

struggle with booking a meeting. Most

people struggled with the first 30

seconds of a cold call. Most people

struggle with the initial contact,

whether it's a cold call or cold

outreach, rather than actually booking

the meeting, dealing with objections,

closing a sale, and following up. They

can't even get past the first 30

seconds. They can't even get somebody

most of the time, majority of the time,

to respond back to them with a freaking

pulse and have a conversation. It's the

first 30 seconds. So, I want you to

write this down right now. Master the

first 30 seconds because you're already

95% ahead of people that can't get by

the first 35 30 seconds of the

conversation. It is not, okay, trying to

have the the the best closing line. Most

people can't get past the first 30

seconds. And I'll tell you why. It goes

into point number two. The reason why

they can't get past the first 30 seconds

is because they start with their product

and service in mind. Write this down.

Point number two, start with their no in

mind rather than your service, product,

offer. Can I say that again? Start with

their no in mind. Don't start with your

product, offer, and service in mind.

Start with their no. Don't start with

your product, offer, and service. Write

that down. Start with their no in mind.

So, what does that mean? Well, if you

start with their no in mind, you go into

point number three where you can

anticipate what they're going to say so

you can eliminate it before you get on

with the conversation. The only way

actually to get inside of a conversation

is to start with their no in mind. So,

let me break down something for you. I

think something is called sales

insanity. Sales insanity means this that

you say the same and hear the same

response and you go do it on the next

call. That's called sales insanity. You

guys ever see the quote on Instagram

where it says the the the definition of

insanity is to say the same thing or

sorry to do the same thing and get the

same results. That's insanity in sales.

I have something called sales insanity.

You say the same thing, you hear the

same objections and then you go do it on

the next call and the next call. That's

called sales insanity. That's like being

a in inside of a a retail shop a and the

the the person that's selling clothes in

the retail shop comes up to you and

says, "Hi sir, are you looking for

anything in particular?" Like, "No,

thank you. I'm just shopping." And then

you then then then the the next person

comes in, the retail sales lady or

salesman says, "Hey, by the way, are you

looking for No, thank you. I'm just

shopping." How do you not for a second

say, "Wait, you know what? Holy I

think I got to change up my script. I'm

going through sales insanity." You're

repeating the same thing and hearing the

same objection. It's not how I'm a

master objection handler. Why are you

getting the same objection? If you start

with their no in mind, it's going to be

much easier to anticipate and eliminate

the objection. And inside of sales, if

you seek to understand, you don't seek

to reply, you will get the common

denominator. No, especially on a cold

call or cold outreach. Now, this could

be applied for cold messaging outreach,

too. You will figure out the common

denominator. So, inside of cold calling,

what is the common denominator? Start

with their no in mind. It is I'm not

interested. I'm too busy. Call me back.

Send me over some information. Can I say

that again? There's only like three to

four. You that's their no. You start

with it in mind. If you seek to

understand, you will start

understanding. Oh, wait. They're only

saying like three, four things. I'm not

interested. I'm too busy. Call me back.

We're already working with somebody.

Send me over some information. Five max.

And the top two is like, I'm not

interested. I'm too busy. Right? Those

ones are the ones that that that people

struggle with to get past the first 30

seconds. Why am I saying that? If those

are the main objections, I'm too busy.

I'm not interested. Guess what you're

going to do? You're going to start off

your script with their no in mind. So,

now let's dive into the strategy. How

not to do it. How to do it. Most sales

people, how do they make a cold call?

They get on a phone and they say things

like this. This is how I don't want you

to sound. And these are the words I

don't want you to say when you make a

cold call. Hi, Mary. It's Daniel G

calling from XYZ uh book corporation. Do

you have 30 seconds?

Why? Number one, you just said you just

asked them. First of all, you exposed

everything you're doing right off the

get-go. Number one. Number two, you just

told them, "Hey, my time means nothing.

Do you have 30 seconds?" We just talked

about this in a video yesterday. So, the

cold call opening line, you just said,

number one, you're the one that's busy.

You shouldn't respect my time. I'm

begging for your time. And then they

after don't say this after you're done.

So, number one, they say, "Hey, by the

way, my name's Bob. I'm calling from XYZ

Corporation. Can I just get 60 seconds

of your time? Can I get your time?

You're now fighting for the time, right?

Then you usually ask a question. Hey, by

the way, um you know, we're we're we do

XYZ inside of your area. Are you

interested in a free? And then you ask

them, are you interested? Now, it's just

yes or no. Hey, by the way, we would

love to help you. Are you interested in

getting help? Yes or no. Now, you just

close off the conversation. So, number

one, you beg for their time. You're

fighting for their time. And then number

two, most sales people say, um, you

know, I just wanted to see, uh, if you

were interested in selling your home, if

you were interested in getting new water

bottles for your office, you're

interested in new pens. No, I'm not

interested. Thank you. I have no

interest. Most salespeople ask for time

and ask for interest in one way, shape,

or form, or another. Because you're on

this video, you're going to start with

the no in mind, not the product in mind,

not their interest in mind. You're going

to start with their no in mind. So,

here's how I'd frame it. Step number

one, write this down. When you're making

the cold call, this is how I like to

make it. If I see their name is Jim,

ring, ring, ring, Jim. Good energy, high

posture. I just say their first name

loud. Jim, like me and you used to be

friends way back when. I call it the

10-year relationship name calling.

Steve, is that Steve? Jim. Jim, how you

doing? Jim, how you doing? Jim. Yeah,

it's is Jim. Who am I speaking with?

Jim. Daniel G from uh XYZ Corporation.

Listen, Jim, I'm sitting down here. Step

number two, elicit busyness. Listen,

Jim, I'm sitting down here. Um, I got

like 30 seconds right now on my hands. I

got 30 seconds. I got 60 seconds. See

what the other salesperson did. By the

way, Jim, uh, do you have 30 or 60

seconds? No. No. I got 30. I got 60

seconds. Before you tell me you're too

busy, I'm going to anticipate eliminate

the objection. I'm busy, too, as well.

Before you kick me out, I'm telling you

I'm busy. Hey, by the way, Jim, I'm

sitting down here. I got 30 to 60

seconds. And I always like looking at my

watch. Okay. Hey, listen. I got 30 to 60

seconds right now. I'm seeing if you

guys can support me uh with one or two

key points to see if we can actually

help you like we did with Bob and Carl

across the street. Jim, just to better

understand. So, number one, ready what I

did here, Jim? Step one, like me and

you've been friends for the last 10

years. Step two, knock off the busy

objection. Business frame like

yesterday's video. Hey, I'm sitting down

here. I got like 60 seconds. I like to

look at my watch because when I look at

my watch, my voice and my tone matches

the way I'm looking at my watch. I'm

sitting down right now with my executive

assistant. I got about 60 seconds here.

So, I'm busy, too, as well. Before you

tell me you're busy, I got about 60

seconds. But not just that, I frame them

to say, "Hey, by the way, I got 60

seconds. That means I'm about to bounce

out of here in 60 seconds. Hey, I got

like 30 60 seconds. Now I got to bounce.

Then I got to bounce out of here. Jim,

by the way, just and then I go into step

number three, which is the qualifying

question just so I better understand so

I know that we can support you like we

did with Barbara and Carl across the

street. Just one key point here. Are you

um the owner of XYZ Bottle Corp? Yes, I

am. Uh how may I help or what's what's

this all about? Um no, Jim. And yes, I

just need to get them decision maker

qualifying. Right. First one. Are you

the decision maker? Are you the

homeowner? Are you the decision maker?

Okay, great. Hey, by the way, now I'm

gonna leave. I'm gonna frame the exit so

I can pull them back in. Jim, I wouldn't

be able uh to talk about how we helped

Barbara and Carl um across the street

with their with their foundation,

whatever you're selling, with their

water, with uh their heating and

electric. I wouldn't be able to have a

conversation around that. So, I'm

dripping in a little bit about what

we're doing. Okay? You see, I'm dripping

it in in every point. So, stage four,

I'm now setting the leave. I'm setting

the exit. I wouldn't be able to do that

right now to talk about how we help

Barbara and crawl across the street save

on XYZ from their water bill, their

electricity bill. Is it cool right now

if I just shoot you over an email and

then maybe we reconnect in the next, I

don't know, you know, few days or so to

see if this even makes sense for both of

us. Can I shoot you over an email what

Barb and Carl onboarded us for to see if

this even makes sense? Uh, yeah, sure.

Bob, Bob, what's your email? Step number

five, this is all getting past the first

30 seconds. Step number five, ask them

for the email. Uh, it's Carla. It's

bobgmail.com.

Perfect, Bob. And now I can just ask

them. When I ask them, what's her email?

And they respond back. I'm just going to

say, "Hey, Bob, by the way, um right now

with your water or right now with your

heating or right now, um with where you

live, whatever you're selling, what

would you like me to put inside of the

email um to see what you need best

support with? Would you like me to see

how much your homes, if I'm selling real

estate, do you want to see how much your

home's actually worth? Do you want to

see what other people have sold um the

home on the uh block for? Or would you

like to see other homes in the area? If

you're ever interested in moving, what

can I best support you with?" What

whatever are the top things that you can

support with them with or the top

problems that can spark and ignite a

conversation, whatever they choose.

Well, yeah, I would love to see uh you

know what my home's quoted for or what

other people sold on the block. Okay,

perfect. Whatever they answer, you're

back inside the conversation now. Okay,

awesome. Right. So, like I could say,

hey, if I'm selling sales right Bob, I

wouldn't be able to have a conversation

right now. Do you mind if I shoot you

over an email on what we best support

our clients with in 2025 so you could

just review it? Yeah, sure. Bob, what's

your email? bob atgmail.com. Hey Bob,

right now um what would you say is like

the bottleneck inside of your

organization? Is it recruiting more

people inside of your organization? Is

it dealing with the difficult clients or

is it really not just keeping the people

inside of your organization but also

growing them? What can I support you

with inside of that email so I can show

you some data and stats of what we've

done and I can show you over some value?

Yeah. Uh you know, it was like uh really

just recruiting more people in. Okay,

got it. And how many people right now do

you have on your sales team? I'm back

inside the conversation. I'm past that

30 second mark. Why? because that fifth

frame where I sent them over the email,

all they got to do is answer a question

and now I'm right back inside of the

conversation. So, really go look at that

again, right? I I did the friendly, hey,

by the way, we've been friends for 10

years, right? I I elicited the I'm busy

objection. I anticipated I moved it out

and then I qualified them. And then I

also anticipated and eliminated the

objection where they said, "Send me over

some information." I'm going to tell you

that before you tell me that. See, I

raised an objection. I moved the

objection before you even gave me the

objection. And then the fifth thing is I

circled it back in. Hey, by the way,

what are your problems or what are your

concerns? Because they know they can

leave the conversation. If they know

they can exit the conversation, I could

pull them back in. Rinse and repeat

those five steps. The most important

thing to understand from this video is

you start with their no and their

objection in mind. You anticipate and

eliminate it rather than starting with

your product in mind. Rinse, repeat this

video. And by the way, all of that is

from my new book, okay? the sales game.

I use a methodology inside of this video

called the NRS formula, the no

resistance sales formula. If you haven't

yet grabbed a copy of my new book, it's

completely sold out, but you can head

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