Result uploaded on: January 26, 2021

    img Used by: James Townsend
    Points

    A method earns the following points when cold callers:

    set a meeting - 5 points
    get a referral - 2 points
    set a follow-up - 1 point

    1.5
    Easy to use

    The easier the method is to use and scale across the entire sales team, the higher the score is

    3.0
    Adaptability

    This score shows how well the method can be applied to any type of ICP or company, e.g., how well it can work for both SMBs and enterprises

    4.5
    fire
    3.0
    Result Score

    Method overview

    When performed well, using humor in sales can break the ice, provide comedic relief, and serve as a launching pad for further sales conversation. Sandler humor opener sales strategy advises the salespeople to win the attention of their prospects with well-placed humor at the beginning of the call.
    The idea behind the method is to take a prospect’s problem and integrate humor with the solution your company can provide. There is always common ground between a salesperson and a prospect, and you can turn that common ground into humorous material. If you’re successful, you’ll build a high level of relatability and trust with your prospect.

    Transcripts

    CALL 1 (Sandler humour opener)

    Seller: Hi, Jeff. Yes, hi, Jeff. James Townsend here with ConnectAndSell. I know I’m an interruption, got 27 seconds to tell you why I call?

    Lead: Sure.

    Seller: Great. Hey, appreciate it. I believe we’ve discovered a breakthrough that turns your your sales reps, even the millennials into the top 5% of cold callers on the planet and both competence and confidence and they love it. And the reason I reached out today, see if I can maybe get 15 minutes on your calendar sometime next week to share the breakthrough with you. Do you happen to have your calendar available to do so?

    Lead: And you know what? I’m actually in a car right now.

    Seller: How about we pencil something in for… I’m a morning person. How does next Tuesday at 9 look?

    Lead: Shoot me an email, shoot me an email with what you got going on. And I’ll give it a quick look. And then we can see if we get…

    Seller: You know, my marketing team is so, so good. I could probably pop out an email a day for the next two years. If I could introduce you to a solution that could produce business results before your eyes. I mean, I used to be so call-reluctant as a seller. It wasn’t even funny. And I went through this flight school program powered by ConnectAndSell and, you know, it’s put me in a position to be able to have conversations like the one we’re having right now. You know, 30 of them every single day. I can shoot you out an email, but I’d love to maybe get 15 minutes on Tuesday and we can see if what we have might be able to, you know, solve that number one problem which is January 26. And you know, you don’t have enough pipeline to meet the number at the end of the month.

    Lead: Well, I’ll tell you what you can try. Give me a call back a little bit later when I’m not driving. I’m sure we can see what’s going on.

    Seller: I will give you a call back later. And we’ll pencil something in. All right. Appreciate it. Thanks, Jeff. All right, thanks.

     

    CALL 2 (Sandler humour opener)

    Seller: Raque, James Townsend here with ConnectAndSell. Sorry about that. I think my line was crossed. I know I’m an interruption, got 27 seconds to tell you why I call?

    Lead: Sure.

    Seller: Great, appreciate it. Hey, I believe we discovered a breakthrough that turns your sales reps even the millennials into the top 5% of cold callers on the planet and both competence and confidence and you know they love it. And the reason I reached out today see if I could get 15 minutes on your calendar to share this breakthrough with you. Is your calendar available to do so?

    Lead: I am not actually a buyer. While that would all be wonderful. I am not the right person.

    Seller: I have you as VP of sales at Navic. So is that VP of Sales because you carry a bag?

    Lead: It is not, but we are large enough where we don’t get to purchase our own tools.

    Lead: Oh, good. Well, that’s I couldn’t look my mom in the eye and tell her I work for a tool company for the past 10 years. What we have here is, you know, it’s a program that takes sellers. I mean, I used to be so reluctant to cold call that I would never have been able to muster up the courage to do what I’m doing right now and do it 20 to 30 times a day. So, you know, we’ve got a program called Flight School, which has business results right before your eyes. And I know I ambushed you today. And I’ve learned the hard way that an ambush conversation like this just isn’t a fair setting to talk about something that’s important to your business and your team. And I was curious if we could just pencil in 15 minutes, maybe on Tuesday morning. I’m a morning person, we can chat further about it.

    Lead: Yeah, I’m not going to set that up. What’s your company name, again?

    Seller: it’s called ConnectAndSell. And the program that I’m talking about here is called Flight school. ConnecAndSell is a product. I mean, it’s changed my life. But maybe I’ll give you a ring back and we can see about it? But I appreciate the time today.

    Lead: I’m always going to say no on the call. So don’t waste your time on that. I have a I have a whole team that I have calling like this all the time. I don’t want to waste your time as I would not want them to waste their time on someone like me.

    Seller: I’ll try one more time here. What if we could?

    Lead: I really like your persistence? You’re really good at what you do. So congratulations on that. And thank you very much.

     

    CALL 3 (Sandler humour opener)

    Seller: Hey Nash, James Townsend here with ConnectAndSell. I know I’m an interruption, got 27 seconds to tell you why I called?

    Lead: Are you pushing some car?

    Seller: Am I pushing a car, though? I’m not pushing a car. Should I push a car? Oh, crossing the line. It’s weird. No, I’m not pushing the car. I wish I was. I know, I know. I’ve caught you out of the blue. I’m a little bit of an ambush. You’re both curious. So that might take 27 seconds, and I’ll explain the purpose of my call. Cool. Appreciate it. Hey, I believe we discovered a breakthrough that turns your sales reps, even the millennials into the top 5% of cold callers on the planet in both competence and confidence and they love it. And the reason I reached out to you today Nash is to see if I could get maybe 15 minutes on your calendar to share this breakthrough with you and if you had your calendar available to do so.

    Lead: No, thanks, I don’t think so. At this point. Thank you.

     

    CALL 4 (Sandler humour opener)

    Seller: Hey Luke, James Townsend here with ConnectAndSell. I know I’m an interruption. Got 27 seconds to tell you why I called?

    Lead: Sure.

    Seller: Great, appreciate it. Hey, I believe we discovered a breakthrough that turns your sales reps, even the millennials into the top 5% of cold callers on the planet both competence and confidence and they love it. And the reason I reached out to you today see if I could get 15 minutes on your calendar to share this breakthrough with you. Do you happen to have your calendar available?

    Lead: I don’t at the moment. I’m out I’m away from my desk.

    Seller: I’m a morning person. Can we pencil something in maybe Tuesday at nine or 10? We can you know double click on what we do here. I you know I’ve learned the hard way that an ambush conversation like this isn’t a fair setting to talk about something this is important to your business. So yeah, Tuesday at nine work for you.

    Lead: I don’t have my calendar in front of me but if you want to just you text me or text me your number and let me when I get behind my desk. Let me see if that works, okay?

    Seller: You got it. I will. What’s your mobile phone? have 703 here, number you call 911 2….033. All right, I’ll send you a text. Okay early and we’ll coordinate a time. Appreciate you. Yeah, you bet. Thanks, man. Please. Excellent.

     

    CALL 5 (Sandler humour opener)

    Seller: Hey, Lynn. James Townsend here with ConnectAndSell. I know I’m an interruption. Can I get 27 seconds to tell you why I called?

    Lead: Well, you can get five seconds to tell me why you called, Jim.

    Seller: Just five, fair enough. Well, I’ll be brief. I believe we discovered a breakthrough that turns your sales reps into the top 5% of cold callers on the planet. You know, even the millennials and both.

    Lead: Hey, hey, hey, I don’t have any sales reps.

    Seller: You’re not the VP of Sales? Well, aren’t you lucky?

    Lead: No, sir. No. Yeah, no, I retired man. So I’m not the guy to talk to.

    Seller: Well, if you were at Hotel prior before you’re tired, who’s who runs the sales team over there? Whose attention Do I need to get?

    Lead: Chloe Han? She’s the one running the call a ch l o E. Chloe. Okay. My name is Song HQ. Yep. Okay. She’s out of Farmingdale, New York at their offices, and she runs the North American operation.

    Seller: You got to get a direct number for her by any chance?

    Lead: No, I don’t. Yeah, you can go on the website that’s there. And you’ve got her name. And you’re in good shape now?

    Seller: I’ll tell. I’ll tell her that. I’ll tell you sent me. No, I won’t. I’m just kidding. All right. I will reach out to Chloe. I appreciate it. Enjoy the retirement, be well.

    Lead: All right. Well, thanks for the call.

    Seller: You got it. Bye for now. Bye bye.

     

    CALL 6 (Sandler humour opener)

    Seller: Hey, Randy! James Townsend here with… Oh, we must have a cross line here. James James Townsend here with ConnectAndSell. I know I’m an interruption. 27 seconds to tell you why I called.

    Lead: Who is it?

    Seller: It’s James Townsend with Connect and sell. Randy, I know I interrupted your day, I was wondering if I could take 27 seconds to tell you why I called.

    Lead: Yeah, go ahead.

    Seller: All right, appreciate it. I believe we’ve discovered a breakthrough that turns your sales reps into the top 5% of cold callers on the planet, even the millennials and both competence and confidence and they love it. And the reason I reached out to you today and see if I could get 15 minutes on your calendar to share this breakthrough with you yet you happen to have your calendar available to do so.

    Lead: Now, I think I’m gonna pass, I’m not interested in. Can you please remove me from any further calls?

    Seller: I can do that. Is that because you don’t run a sales organization within the hospital or is up?

    Lead: Yeah.

    Seller: All right, you’re more of a sole contributor. Right? Got it. Who? Whose attention what I need to get Randy because this is game changing stuff. Who? Whose door Do I need to knock on?

    Lead: I have no idea. No idea.

    Seller: Gotcha. Well, you know, you can’t fault me for trying right? Right. All right, man.