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    Hypnotic, Mind Controlling Gate-Keeper, Opening Statements and Voice Mail tactics that convert like crazy

    Saturday, June 11th, 2016

    hypnotizing 1

    The # 1 strategy when calling any company is not to get hung up and stalled by the Gate-Keepers and Screens that will encounter every day .

    ” Whoever owns the FRAME will win the GAME “

    If Adnin, the executive assistant or secretary starts to CONTROL the conversation you’re doomed

    As a sales professionals , if we give her an ‘Opening‘ she wll take it –So Don’t Give her an Opening

    You need to practice ” Frame Control”

    Some tactics borrowed from the late great Chet Holmes 

    1) Hi there it’s ________ calling for Bill Jones , is he in?


    Who am I speaking to ?

    Oh… what’s your name ..?


    Great,  Shirley when will he be in?


    Hey its _________ calling for Bill Smith ….

    What’s this in reference to ?

    Who is this ?

    Tell him I’m with X, Y, Z Company…

    I’m sorry he doesn’t know your name, can you tell me what;s this about ?

    Who am I speaking to ?


    Are you his regular Assistant ?

    Did you tell him it’s _______ from ABC Company ?

    Oh… tell him it’s in reference to some correspondence sent out on ____date


    Forbes claim that 80% of callers sent to voicemail do not leave messages because they don’t think they’ll be heard. InsideSales.com research shows they’re dead wrong

    61% of executives say they are likely to respond to voicemail at work, according to a 2014 InsideSales.com study .

    —  80% of calls go to voicemail,

    —  and 90% of first-time voicemails are never returned. •

    — The average voicemail response rate is 4.8%.

    The Referral Template

     Hi {Prospect’s Name}, this is {Your Name} with {Your Company}.
    I was speaking with {Referral Name} over at {Referral’s Company Name} regarding how we helped him/her reduce {common pain/concern} and he/she mentioned that I should give you a call to get your opinion on this strategy. I can be reached at {Your Number}. Again, my name is {Your Name}, with {Your Company} at {Your Number}. Thanks {Prospect’s Name}

    Hi Warren, this is __________ with Accounting XYZ. I was speaking with Jim Green over at TWorks3 regarding how we helped him reduce costs associated with Sarbox compliance and he mentioned I should give you a call to get your opinion. I can be reached at 888-123-4567.

    Again, this is _______________ and my number is 888-123-4567. Thanks Warren.

    The Competition Template

    Hi {Prospect’s Name}, this is {Your Name} with {Your Company}. We recently helped {Competitor 1}, {Competitor 2} and {Competitor 3} avoid {common pain} while at the sametime {desired benefit} and wanted to see if this might be something you would possibly be interested in knowing a little more about as well. I can be reached at {Your Number}. Again,my name is {Your Name}, with {Your Company} at {Your Number

    Hi Susan, this is ____________ with ___________. We recently helped
    MedNow, DocOnCall and FixYouUp eliminate the stress of slammed office schedules by mobilely optimizing their paperwork process, and wanted to see if this might be something you would possibly be interested in knowing a little more about as well. I can be reached at 888-123-4567. Again, this is ____________ with __________and my number is 888-123-4567. Thanks Susan.

    Decision-makers are more likely to open an email with the subject line “voicemail” because they want to be sure they didn’t miss anything. The most effective “voicemail” email templates will follow the lead of the voicemails. For example, if you are

     The Cold Call Template

    Hi {Prospect’s Name} this is {Your Name} with {Your Company}. I’m calling because I havean idea on how to possibly help you avoid {specifics of common pain} and wanted to seeif it would make sense for us to have a quick conversation to find out more. I can be reached at {Your Number}. Again, my name is {Your Name}, with {Your Company} at {Your Number}.
    Thanks {Prospect’s Name}.


    The “ Guaranteed” 70% return callback Voice –Mail

     Hi There, its’ ________ , I wonder if you could help me out for a second….
    I’m doing some research on / in the area of _________ and I believe the
    you’re the resident expert and authority in this area — I have a quick
    question that I need an answer to …If you could call me back at _________.
    I would be very grateful . Thanks so much

    ( try it exactly like this )

    3 step Opening Statement Formula

    1)   Identity / Benefit Statement upfront

    “ Hi Mr Jones this is _________ of _company name_ We help companies similar to yours to Benefit 1 , Benefit 2 , Benefit 3

    2)  Reason Benefit Statement 

    Recently we’ve worked with ___________ and delivered significant and
    substantial ( growth , success , reduction etc.. ) over a period of 6 months
    with a number of our solutions / ideas .

    And  as result, they were able to eliminate problem’s and challenges
    such as ______ and ______ and _______

    3)  The Request

    And…we are confident we can do the same for you . Could I ask you
    a few quick questions to see if there’s any chance we could help your
    company as well ?


    “ And… was wondering if you could give me another 120 seconds on the phone here to see if there could be a possible fit in the future , I promise I’ll earn the rest .

    The Power to Persuade meets Predictable Revenues =
    Increased Revenues

    The Master Jill Conrath ( selling to big companies )  on how to create an
    elevator speech opening statement guide;

    1)  Who do you work with?

    — “ We work with manufactures and distributors of hard goods”

    2)  What are they challenged with?

    — “ That are challenged with problem 1, problem 2, problem 3

    3)  what do you do for them ?

    — “ We’ve shown them how they can benefit 1, benefit 2,
    benefit 3

    Make it a great day …


    End of Summer-Back to Business September 2015 Appointment Setting Tips

    Saturday, August 22nd, 2015

    Here we are at Saturday August 22 — September is fast creeping around the corner , days are getting shorter –However –I was paddle surfing  1 –  3 ft waves on Bowen Island yesterday , it was windy , rough really green water –amazing —

    Here is my latest September 2015 back to Business Appointment Setting PDF

    – 35 pages of Triple your Meetings and Double your Sales material

    September 2015 -2 Back to Business New Sales Development Playbook ..
    click to read or download PDF

    Get Your Outbound On for Back to Business Selling Season 2015 ….


    Click to hear audio
    Here we are calling the biggest publicists of top celebrities in the USA market

    Click to hear audio
    Testing the Outbound Script with Sustainability Coordinators of the biggest Universities in North America

    click to hear live audio

    click to hear live audio

    Here I’m testing the script with the Biggest Leasing and Financial Services company in Western Canada

      click to hear live audio
    Here I have horse- shoes up my butt generating a $30,000 ERP Software lead for Aquilon Software

    ” 80% of success in Sales is just showing up”

    Click to hear live audio

    Testing the script with a Design, Build and Outfit Corporate Office Furnishings Company

    click to hear live audio
    Here Murray Warren is making live calls for a huge Safety Products company in front of 9 sales people and the owner

    click to hear audio

    click to hear live audio
    Doing Outbound sales development testing for a GPS Fleet Tracking company .

     click to hear live audio
    Here is a great permission Based 120 approach opening statement…

    Just imagine a Dedicated Outbound Business Developer working for your company ..that can —

    –> Make 1,300 calls per month

    –> Engage in 220 – 250 end to end Productive Selling Conversations

    –> Book 25 – 50 Presentations, Meetings and Demos for your
    Sales team

    Taking the time consuming burden of “Getting in the Door off your Sales teams plate.

    Top 10 best Cold Calling 2.0 Opening Phrases to Command Attention with prospects over the phone…

    Sunday, April 12th, 2015

    Cold calling 2.0 opening phrases

    My company is ___________we work with __niche/ vertical___– and we just recently helped them to __monster benefit______
    — remove problem 1
    — remove problem 2

    And ultimately gain benefit 3 _____________

    And hey I’m not certain of your situation, but if you’re open to some new ideas or options that would _______________

    Would you be flexible for a brisk, informative  10 minute  online Executive Web briefing on the latest breakthrough solutions in ________?

    Right after your opening statement, say this

    Oren Klaff style

    And Mr. Jones… That’s why were in just crazy demand right now and at this point in time I’m really not certain about your exact needs or if there’s a fit or a match for our solution. What I would like to do is ask if you a few quick questions and get a feel of your company and see if there might be a way for you your company to

    — benefit 1

    — and benefit 2

    Right after your opening statement, say this

    ….And John believe me I know a company of your size and Caliber can get this stuff you anywhere and you get a lot of calls like this , and most likely you’re satisfied with what you’re using


    … But we really do things differently with added value benefits of _______ and ________ and ________ .

    And hey I’m not certain if our solution would be a good fit for your company or would apply to your situation, I wanted to ask you 3 quick questions to determine if we might be able to
    — benefit 1
    — benefit 2
    — benefit 3
    For You guys over there
    Right after your opening statement say this

    Get the prospect to tell you why they would good to work with …
    … And by the way at this point this is why we’re getting so much attention activity and business right now from your peer group.  Since I’ve taken some time to show you our big idea I’m wondering if you could give me a few minutes and explain why you guys would be a good company to work with?

    Hey it’s ___________  calling I just got off the phone with Jack ( their colleague)  and he said you were the resident expert in authority in the area of_______?

    I was just hoping to get 40 seconds of your time to explain why I’m calling…
    How much focus or attention do you have on __________?
    If our solution can;

    Great 40 second Intro Opening statement

    — remove problem 1
    — get rid of pain in the butt 2
    — give your company benefits of 3 and 4

    Would I be getting any of your attention whatsoever?

    Does this in general… Interest you at all?

    Would you want more information on this?

    Oh great… Assuming we solve problems and challenges with :
    – problem 1
    – issue 2
    – concern 3

    And deliver the benefits of :
    — benefit 1
    — benefit 2

    Would you be paying any attention to me what-so-ever?

    Awesome… Can you give me another 120 seconds of your time on the phone right now to see if there’s some synergy or common ground?

    ( See how this works so well , 2 steps of customer permission , The customer feels they are in CONTROL of the selling situation , they don’t feel that that they are being manipulated )

    The Richard Dreyfuss Permission 60 second opening

    Hey—— it’s __________ calling I was just on your website researching your company and noticed an awesome press release about some 2015 / 2016 initiatives and objectives that you guys are doing — such as _________ & _________ ..

    …. In the last 12 months we’ve helped over 9 companies accomplish those exact initiatives and goals —  and if you’re open I have some new ideas and options that could help your company accomplish these things easier, 40% – 80% faster and for way less money  ….

    I’m wondering if you’re not too busy if you could give me another 120 seconds on the phone here to see if there could be some synergy or common ground ?

    If you could just give me 120 seconds on the phone here, I promise I’ll
    earn the rest
    ( isn’t that a beautiful line .. )

    “ We’re fine with what we have”

    That’s not a problem at all, probably 90% of all of our clients in the last 20 years when we approached them initially said the exact same thing…

    We don’t mind being second at all….

    This is just an exploratory call and quite honestly I don’t know if there could be a good fit or a good match at this point– It’s not a sales call , I never get it right the first time — I just wanted to ask you 3 quick questions to determine if there could be a fit

    Fantastic Gatekeeper Dracula turn around

    “ Why are you calling, what’s the purpose of your call?”

    To be honest I don’t have all the details, I was told to catch up with your IT expert Chuck, something to do with challenges with problem 1 &  problem 2 …

    I was just calling to see what the problem is…  if any and see what we can do to help, hey could you put me through to Charles thanks

    Great 60 second opening leveraging internal credible referrals gathered ;

    Oh hi I was just speaking with – Jackie on how we’ve helped, ABC Co & DEF Co, reduce, avoid, increase, and he mentioned that I should give you a call to get your feedback and opinion on this

    ….. Hi Mr. Jones it’s ________ with, we recently helped ABC Co. and DEF Co avoid huge monster problem, while at the same time get desired benefit /  results 300% faster, and wanted to see if this might be something you would possibly be interested in knowing a little bit more about as well ?

    I’m wondering if you’re not too busy if you could give me another 120 seconds on the phone here to see if there could be some synergy or common ground ?

    Fabulous 30 Second introductory style

    Hi Mr. Jones, could I share with you a solution involved with automated safety management,  Data collections and Field reporting –A new idea and option that’s used by over 300 other manufactures like yours and oil and gas companies
    that can —
    — benefit 1
    — benefit 2


    Great instant brush off objection handler

    Hey no problem at all, I’m not sure if there’s a need or fit either at this point…

    I was just wondering though—-  if we could definitely show you a solution … Which is used by over 300 oil and gas and manufactures similar yours… that can
    benefit 1
    — benefit 2
    — benefit 3

    Would you be willing to just give me 120 seconds on the phone here to see if there could be a good fit or some common ground?


    Not a problem at all, I didn’t expect you to be interested since you don’t know enough about this yet… you haven’t even heard any of the killer benefits yet

    What if just supposing we could really show you how you could –_____________

    Would that get your attention what-so-ever ?


    Permission Based Opening- Cold Calling 2.0 strategies

    Monday, March 16th, 2015

    Permission Based Opening # 2

    Hi my name is _________, I’m calling some Architects in the area to find out if they are a good fit for our unique Design, Build, Construction, Furnishings services and products

    # 2
    Hi my name is ________, I’m calling some manufactures and Distribution companies in the area to find out if they are a good fit for a beta program were running for Sage ERP users ….

    What we do in a sentence is — _____________________________

    Does that in general sound interesting to you ?

    Awesome …

    What we do is work with your exact peer group and help them with challenges and problems such as ________ and solve them with our proven formula / solution / process / products / platform ….

    The benefits we deliver are ;

    Our track record is _________________.

    I wanted to get a better sense of your situation over there ..

    1)    Question # 1

    2)     Question # 2

    3)    Question # 3

    Test Close

    When would you in the future be looking at doing something like this?

    In addition to yourself… who else helps you make decisions in this
    area ?

    Next Steps

    Great sounds like there could be a good fit or a match here , We’d love to introduce ourselves and capabilities to you , let me send over an electronic brochure of our portfolio, some references and 2 quick videos , and schedule a time next week to discuss all your questions

    What time next week would be good for you ? …

    # 1 KEY to Overcoming & Diffusing every B2B Objection that comes up.

    Saturday, April 27th, 2013

    Murray Warren from Bowen Island writes –Having built, designed and managed over 392 pro-active Outbound Telesales / Lead Generation , New Business Development departments in over 47 different industries , of which over182 have been technology based, spanning 17 years– — I have run into every objection on the Planet Earth

    I’m all about diffusing the pressure and building trust with prospects over the phone

    Every company I have consulted with has a D. R. A. B a dominant reason to avoid buying — You have to know WHY they are objecting to your core business offering ?

    What are your companies 3 objections and/or stalls you get all the time ?

    1) ____________________________________

    2) ____________________________________

    3) ____________________________________

    For example , let’s say they “are happy with what they are presently using ”

    — What is their perception of being happy ?

    This is the ‘Permission based B2B Telesales
    Appointment Setting Formula
    I use and train and coach my clients

    1) AGREE with them

    — You’re absolutely right

    — That’s not a problem at all

    –That’s totally cool that you don’t want to explore what we do

    2) VALIDATE What they just said

    — So as I understand it –you have a great solution / system in place and you don’t see any reason to explore or learn what’s ahead of the curve in _________ ?

    Is that right ?

    –Would that be an accurate snapshot ?

    — That makes total sense, I mean why would you without any concrete numbers to compare or review I totally understand you responding that way -if there is no reason to switch or change?


    — Honestly I wouldn’t want to make any assumptions at this stage that there would even be a good fit or a match ay all –I don’t want to claim we have some miracle cure

    ( I would need my day in court to prove that )

    Sidebar — Just by Validating their objection and diffusing the pressure here makes you 95% different than all of the other jockeys that have been there before –Purchasers have heard it all before –You have to be authentic and genuine –this makes them feel that you CARE

    4) GROUP Them together with all of the other people in their / TRIBE--PEER GROUP that initially felt the same way.

    Sidebar — This is where your ‘Natural Vibing and Customer Story-Telling really comes in

    Just like the best actors Sean Penn, Pacino, Deniro , Jolie they have read their script 400X and have it down –They have their script so natural and smooth

    Sorry , for the rant –I’m just passionate .Anyways , you need to develop your rebuttal/ comeback stories

    Find stories to tell like this A customer like you who was very skeptical and indifferent about getting
    involved ..and had the same initial fears , doubts and concerns as you do , took a leap of faith and now are raking it in ..

    Say this — ” Honestly I wouldn’t want to make any assumptions at this stage that there would even be a good fit or a match at all

    I’m talking with and doing research every day with your PEER GROUP on SUBJECT and almost 95% of the people we talk with initially feel the same way as you, they have a system or a solution that they’re happy with and don’t see a reason to change.

    Most of the PEER GROUP on SUBJECT think it makes good business sense to always be OPEN to NEW IDEAS and OPTIONS and always be on the lookout and keep their ear to the ground for new methods and processes to improve performance and productivity. output / profits — I’m sure that’s the same for you …
    ( say what-ever critical business issue they want to solve here )

    5) Entice and SEDUCE with BENEFITS

    What we’ve been told by other companies that have this / do it this way / doing this process —- that they grapple and struggle with problems such as:

    –> problem #1

    –> problem #2

    With many of these companies and VP’s C-suite decision makers they kind felt unified , in the same way / perspective and viewpoint on things —

    That it makes good business sense , to keep your ‘ear to the ground’ and always be on the lookout and ahead of the curve for new Ideas or Options that can ( improve , add value , increase , speed up , streamline etc… their business flow , sales process , what-ever they are doing to do things faster , better , cheaper and/ or easier )

    I’m sure that’s the same for you …. ( you have to say this )

    I was just wondering if you might be OPEN to some new IDEAS or OPTIONS around getting rid of PROBLEMS 1 & 2 and gaining BENEFIT 3 &

    Wrap it UP…

    We’ve prepared a 15 minute Executive web Briefing the that will outline an Overview of our Value proposition

    — The Investment, ROI and Payback – Exactly how long it takes to get your investment back –then pure profit – At this meeting you will get the exact methods and strategies we have used to make billions for our clients for free –

    If nothing else we will give you a condensed knowledge of the hottest , most amazing new break-through solutions on how to _________ ( biggest benefit they are looking for) for free the 4 simple secrets How you can ___-____ better, fasten , easier, cheaper –than you can imagine ( some kind of great ethical BRIBE )

    Then say “ Seriously, you will have Multiple Holy crap I had no idea that was possible moments”

    check out my blog for tons of FREE tips, strategies and techniques for amazing B2B Teles-Sales and Appointment Setting Information get in the door with any company you desire , remove the Pain and Awkwardness and learn the Permission Based approach


    # 1 Key to ‘Crack the code’ to get Meetings with anybody

    Saturday, April 27th, 2013

    # 1 key to getting appointments with any
    Decision Maker

    Murray Warren from Increased-Revenues.com writes –You have to be able to communicate value that they are going to get at the meeting –NOT the value so much of when they buy , or the ownership experience

    The prospect has to feel that if they grant you the meeting, that they are going to get more VALUE at this meeting–even if they don’t buy a thingThis is the # 1 KEY to the vault of meetings booked

    It’s the perceived VALUE at the meeting – It’s almost like they are going to get all of this great information and value for FREE at the meeting that will solve all of their problems , critical business issues and it won’t cost them a thing

    A Telesales candidate that I’ve been training started with this magic phrase that on Friday Feb 13 2013 got him 5 meetings booked

    Oh yeah , by the way over the last 6 months he has been running a 73% show up ratio, they are all Fortune 500 companies and top decision makers like CTO’s and CIO’s — 73 % of the prospects show up for the web based demo

    This is how he did it ;

    Anthony wove into his credibility / benefits statement , specific results achieved . NOT general but specific resultsGET SPECIFIC find specific results to share . Then he transitioned into asking for the meeting with this line …

    I‘d like to introduce myself and share `some specific strategies & methods used to accomplish these results … if you think of us in the future , down the line that would be great … would you have some time in the next week or two ?

    Figure out how you can create the perception of intense value “At the meeting’ and you can increase your meetings booked effortlessly by 200% – 400%

    The 70% ‘Call-Back’ Voice Mail technique.

    Saturday, April 27th, 2013

    Don’t you just love Voice Mail?

    Murray Warren from Increased-Revenues.com writes Read these over a few times and customize for your Niche ,  this will get rid of your Voice Mail jail , and voice mail no call back blues..

    The 70% Call-Back Voice Mail Techniques with any decision maker.

    ” Hi Mr. Jones , I need your help with some research I’m doing on ( subject, Industry ) and I was told by your colleagues ( name drop 1 , name drop 2 , name drop3 – names you’ve collected from Jigsaw ) that you’re the resident expert and authority in this area –If you could call me back at _________ , I would be really grateful .______________________________________

    Version # 2

    ” Hi Mr Jones, it’s Murray calling I was on your website doing some research on ( industry / niche they’re in ) and I read that you are going in this direction and have initiatives and objectives such as -( what they want to do- their objectives -stuff their grappling with..) )  And I was told by Name drop ,and Name drop that you would be the resident expert and authority I’m looking for or could steer me in the right direction . I just have a quick question for you and I’d be so grateful if you could help me out –My number is _______ , thanks so much .

    I use these all the time in different companies and industries constantly and I get call-backs from almost every company and every industry

    It’s almost impossible to get through to a Top Decision maker on the initial call ( or 21 calls ) .You have spent the time to research this target account , the time and effort to call them –Spend 45 more seconds  to drop this type of Voice mail — and you will have these high level prospects calling you back

    How to Cold call and get new Clients in the ‘Local’ Social Media, SEO, Web site Design Niche.

    Saturday, October 1st, 2011

    Click to hear Live B2B Appointment setting call

    This is a fabulous example of building trust and instant rapport with a brand new account over the phone . She is bonding with me , being honest and opening up to me — Listen for the objection , brush-off in the 1st 50 seconds , I just ignore it , then keep politely moving forward–We book an Online demo and the deal is closed on ‘One-Call’ for an ongoing revenue stream of $1,100 per month for ranking on the 1st page of GOOGLE , Social media marketing , Video marketing , List Building and Article marketing — The account is worth $ 13,200 per year and it consisted of 1 cold call, 2/  e-mails and 1 online demo –in a matter of 2 weeks –POOF !!

    Here’s the exact Web based demo that we used to get a 34% conversion ratio from demo to Closed deal
    click this link to view

    New Gen Cold Calling Non-Profit Org’s and setting up Executive Web Briefings

    Sunday, May 22nd, 2011

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    Click to hear Live Audio of cold call setting up  a web demo

    Murray Warren Bowen Island–we are cold calling Non-profit organizations all across Canada with a goal to qualify them for interest and needs and set up a web based demo of our software application .

    Results –in less than 8 months in Vancouver in 2010 one of the Top 100 fastest growing companies in BC

    Setting appointments -Digital Video Surveillance

    Friday, April 9th, 2010

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    Click to hear LIVE B2B Appointment setting call.

    Here’s Murray Warren from Bowen Island–Here’s a a pretty good example of a “ Killer ” Opening statement and Good Timing

    Prospecting and cold calling a new “ Raw Cold Account” , build rapport — Qualify —Book Meeting