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Breaking Down Grant Cardone’s Cold Calling Script – What I Like, And What I Would Improve Upon

Grant Cardone is well known as the King of Sales. He has content on YouTube that would take years to watch, puts on hundreds of events per year, and simply 10x’s the game. This blog post is going to review a cold call script found in his e-book, “How To Make Millions On The Phone”. It’s a free book/presentation, and can be downloaded by clicking the button below.

The basic script:

  • This is Joe from Grant Cardone’s office

Mr. Cardone asked me to call and give your company a
tool he created that has increased sales at companies like
yours by as much as 40%.

  • To be sure I can help your company tell me;

a. How many sales people do you have?

b. What are the two biggest recurring problems you experience with your sales
people?

c. If I could accomplish ½ of what I have stated would you make time to see me?

d. Other than yourself who else would need to see this tool in order
to understand how to use it?

  • When is a time I can get your full attention for about 18
    minutes to demonstrate the product and your sales team
    benefiting from it.

There are four main sections. Let’s review each one separately:

Section 1: The intro

“This is Joe from Grant Cardone’s office

Mr. Cardone asked me to call and give your company a
tool he created that has increased sales at companies like
yours by as much as 40%.”

This is a great introduction. It is short and sweet, and gets right to the point. Grant always stresses not to ask, “how are you doing today?” to your cold call and I completely agree.

The first sentence introduces you by your first name, and your company. Nothing more nothing less, it gets your point across and doesn’t waste any time. Then, the second section introduces a statistic, and actionable piece of information that you’re cold call can act upon. By giving your cold call a statistic in why your product can increase their sales in the first five seconds of the conversation, it Peaks their interest and reduces the probability of a hang up.

One other thing to notice is that the sales person states that “Mr. Cardone asked me to personally call and give your company some information.” This makes it much more personal, and you sound like you’re not reading off a script, calling down a list.

The introduction is a great introduction, which is short and sweet but peaks the buyer’s interest.

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Section 2: “Let’s help eachother”

“To be sure I can help your company tell me;

a. How many sales people do you have?

b. What are the two biggest recurring problems you experience with your sales
people?

c. If I could accomplish ½ of what I have stated would you make time to see me?

d. Other than yourself who else would need to see this tool in order
to understand how to use it?”

Grants book posted a condensed script, so in between Section 1 and 2 there’s bound to be some banter. By banter I mean your cold call will probably introduce themselves.

Following that we get to section 2, where the cold caller takes control of the situation by asking questions but also maintains a friendly tone like, “let’s help each other.”

Asking questions is important, because it keeps the buyer interested and reduces the likelihood of a hang up. Now, the questions and themselves are also very interesting. They have two purposes. The first purpose is to gather information, so you know if this buyer is actually going to buy from you. These are what questions A and B are for. The second purpose is to keep your cold call talking, and not hanging up on you. That’s the purpose of question C. This question also let you know if you are wasting your time, or to further pursue this buyer.

Finally question D goes ahead and tries to find more potential leads. Every good sales person will do this. However, I’m going to critique this question. Depending on the phone call, you should or should not ask you this question. If you had a rough phone call, you shouldn’t be asking question D, is this will probably upset your potential lead. However, if the buyer is all in, then don’t worry about asking this question.

Section 3: The Meeting

“4. When is a time I can get your full attention for about 18
minutes to demonstrate the product and your sales team
benefiting from it.”

The final component of this script is initiating a meeting. You can have that happiest buyer in the world, who says he is all in, but if you don’t get a Time penciled out, then chances are you will not sell your product.

Again, this is in the “help me help you” format. You are benefiting from the meeting, because it locks in the buyer and gives you concrete reason to continue with the sale. It shows that the buyer is serious enough to give you some of his time out of the day. However, the question is presented in a way where you are proposing to the buyer that you show the product before he buys. This makes you look like his friend, and gives him a little bit more ease. I think this is a great closing question, because it gives you good follow-up action, and gives the buyer reassurance.

All in all, I think this is one of the best cold calling scripts you could have. In the PDF ebook which I have linked through the button above, there are several other scripts that are customized for Real Estate, Contracting, Roofing… You name it. Go ahead and click on that to read 82 page book, and let me know what you thought of my analysis in the comments below.

Be aggressive when picking up the phone, but not to pushy. And remember, the only way to make money is to put yourself out there.

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