Pitch

If you got your 30 seconds to pitch, here we'll learn how to do it.

• People's favourite topic → Themselves
• Second favourite → Their problems
• The pitch should talk about the pain you remove, not your product

Pitch template

«Our clients are [role] in [industry and geography]. They usually face one of these 3 problems: 1, 2, 3. That makes [goal] harder to achieve. But you'll probably tell me you're happy with your current situation and that I've just ruined your day.»

Why this template works:

• Uses social proof (first sentence)
• Uses the prospect's language
• Gets the prospect to contradict you (last sentence)

Handling objections

Objections are the start of the conversation, not the end.

• «No problem» = people don't buy
• Freezing / fleeing / getting angry are typical SDR reactions that push prospects away

1. Validate the objection

Validate → I totally understand / Many clients tell me the same / That's exactly what I usually hear

2. Challenge and get more information

• «Can I ask you a question about that?» — Great first step that guarantees a quick win (Yes) and makes the next wins easier.
• «When you say [objection], do you mean you don't suffer from [problem] at all?»
• «What do you mean exactly by [objection]?»
• «If you could improve one thing about [topic], what would it be?» — These options aim to get more information from the prospect, get them to talk more about their situation and open up emotionally.

Preparing the close

You can only close if the problem exists, is specific and measurable. You need a real example with: Real example + Emotional impact → Measurable consequence.

3 steps (or 5)

• Get the story — «You mentioned your salespeople struggle with call performance; can you walk me through the last time this came up in a team performance meeting?» It has to be detailed and specific.
• Find the impact — «How does this affect you directly?» This gives the problem URGENCY.
• Summarise the situation — «If I understand correctly, your team is making the calls but conversion is low, creating stress and slowing growth, is that right?» This builds TRUST and prepares the emotional close.
• Challenge their complacency — «Can I ask you a direct question? Have you always accepted that things are this way, or is it something you want to change?» This is the key moment when the prospect feels a possible paradigm SHIFT.
• Close the meeting — «Would it be a bad idea to sit down for 30 minutes and see how we can help?» To close the meeting: check the link was received and the prospect has accepted. Make sure they won't cancel: «Any reason you might cancel at the last minute?» Confirm the agenda. Call 24 hours before to confirm.

Next steps

If you want to work on pitch, objections and close in cold calling with your team, we can review your approach in a no-obligation call.