In our 11th episode of The Sales MiNUT, we sat down with Johnathan Bald, the Growth Leader – North America at Black Kite.
Watch this 1-minute video to hear his advice on how to handle a ghosting prospect, learn what sales reps should do to make the buying experience better for prospects, and find out what his favorite cold call opening line is.
Watch the video or read the transcripts below:
What’s your favorite cold call/email opening line?
“Hey, thanks for taking the call. This is a cold call. Do you want to roll the dice?”
What’s something sales reps should do to make the buying experience better for prospects?
Just ask questions.
What’s the best piece of sales coaching you ever received?
The phone is your ATM.
What’s the most awkward thing that ever happened to you on a Zoom call?
I had a prospect taking a call from a car, and they didn’t know their video was on. They actually started picking their nose on the video call.
What’s your biggest sales no-no?
Making it about you, your company, your product. There’s no customer in that statement.
What’s the best sales book you’ve ever read?
It’s called Range, and it’s by David Epstein.
Best tip to handle a ghosting prospect?
Sadness.
But in all seriousness, just don’t give up on ghosted prospects. I can’t count how many times it’s taken seven, eight, nine months for a customer to get back to me.
To win 5-lbs of walnuts, count down from 10 but switch 3,4,7,9 with the word “walnut”.
Ten, walnut, eight, walnut, six, five, walnut, walnut, two, one.
I’m going to hold you to that bag of walnuts. Better show up on my door.
