Before you begin your calls, familiarize yourself with the resources provided in the dialer. These include scripts, personas, objections, and qualification criteria. You can access these by clicking the relevant links directly in the dialer interface.
1. Scripts:
Scripts help guide your conversation and offer multiple introductory options to choose from.
Select an introduction that suits the context of your call and proceed with the tailored pitch guidelines.
2. Understanding Personas:
Learn about the ideal customer profile (ICP) you are targeting.
Personas provide insights into the general manager or owner's responsibilities, their typical challenges, and decision-making processes.
3. Handling Objections:
Each campaign includes typical objections and rebuttals.
Familiarize yourself with these objections and prepare your rebuttals beforehand to handle pushbacks effectively during the call.
4. Qualification Criteria:
Review the qualification criteria to ensure you connect with the right decision-makers.
During the call, use the provided checklist to verify each qualification criterion is met before setting a meeting.
Using Competitor Information:
If a prospect mentions using a competitor (e.g., Toast), access the competitor link in the dialer.
The link reveals a spreadsheet showing whether competitors are direct or complementary. Use this information to position your service advantageously.
Refer to the best practices section before calling to understand effective and ineffective approaches. Learn from successful examples like the president’s club winner at Gong and the cold calling guide by Brian.