Cold Calling Role Play with John Trybulec

In this episode we meet John Trybulec, advertising specialist and president of Tryad LLC. John believes that when it comes to sales, it’s not about you, it’s about the customer. John shares his cold calling script and what you can do to connect and build rapport. This episode is a lot of fun because you get to eavesdrop via a cold calling role play.

It’s Not About You

When it comes to sales, the focus needs to be on the prospect. Consider what the person is doing at the moment you call. They are not expecting your call. It’s important to be mindful of the situation.

1. Say who you are and the name of your company
2. Explain that the call is about their company and how you would like to help them sell their products and services

Cold Calling Script

Hi this is Name from Company

and I’d like to speak to the person who makes decisions about XYZ
It’s best if you have a name of the person (preferable the FIRST name)

I’d like to speak with Bob

They will answer the phone thinking you could be a customer. You would then say….
Hi this NAME and I’d like to bring more money into your store
and more people using your services.
Is now a good time? Do you have a couple of minutes to talk about that?

The goal here is to talk about their company.

Bob we have a product that has a 75% markup at the retail level.
it stores easily, takes less than 3 minutes to install,
and has had great reviews by the engineering and scientific community.
Do those things have an interest to you?

Most likely they will say yes if you’ve done a good job finding leads.

But before we start I have a couple of small questions…
How long have you been in THEIR PROFESSION?
How long you been in business….what about before, what company did you work for …..

You are looking to see if this product would fit for them. You are also looking build rapport. John built rapport with me by talking about where I went to college (SIU) and fun facts about college football.

Does this make sense? (checking in)

They would say …. yes yes yes

Master Card, Visa or American Express. Which one is easiest for you?
Would you like to get started this week? or would next be better?

Don’t push so hard.

Take Action Advice

When it comes to the cold calling, use your two ears and one mouth… listen more, ask questions let them talk. It’s important to realize that people remember you for how you make them feel, not how you make them think. People often buy on emotion.

How to Find John Trybulec

You can find John and his company here:

Cold Calling Tips

Here are some other terrific past episodes on the cold calling process. Listen today!