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Koncert data based on millions of outbound calls shows that a key success metric for top performers is the % of calls they can keep beyond the 30 second mark.

Here are my top 5 ways of having longer conversations on calls.

1) MINDSET

I don't attach my self-worth to booking a meeting. My goal is to learn something new. Only if they have a challenge I can solve will I book a meeting. The pressure to book meetings kills calls.

2) GET TO THE POINT QUICKLY

I always have 1 nugget of research and drop it as quickly as possible: "Will, seems you're hiring a sales director in London. Is that right?". One specific detail shows I’ve done my research.

3) OPEN ENDED QUESTIONS

I only use a close-ended question in the opener. After that, I want to get them talking about their business: "Will, what type of onboarding do you have in place for the sales director?"

The more they talk, the longer the call runs, and the more I learn.

4) SILENCE

Most salespeople fill silence and kill the momentum. Silence means someone is thinking.

I ask a question, mute my mic and shut the F up.

5) CUSTOMER STORIES, NOT PITCES

I always have a story of a similar customer ready to tell: "X company is also in your industry and was facing Y problem. After working with us, they achieved Z result."

Stories create curiosity. Pitches create resistance.

Want to see our full cold calling guide? Reply and I’ll send it over.

Cheers,

Michael Hanson

CEO Cosmic Growth