In short, be nice and give people freedom, and they’ll react better.
Pushing your pitch on them will often trigger resistance.
I’m also a fan of putting some humour there.
Something else most humans appreciate.
They can all work, so pick your favourite.
It’s crucial that it’ll naturally lead to a problem statement: The Pitch
Cheatsheet
Text and Audio
MY FAVOURITES
THE SCRIPT
WHY IT WORKS
WHEN TO USE THEM
Hi, {name}, you weren’t expecting my call, but I hope you can help. You’re part of a list of 27 {ICP} I’d like to work with. Can you help me understand if it’s relevant?
• Tickles ego • Specific • Asks for help twice • Doesn’t sound salesy
You’re targeting a specific account list (ABM). You’re ringing people who don’t respond well to sales calls. (89% success rate out of 400+ calls)
Audio:
THE SCRIPT
WHY IT WORKS
WHEN TO USE THEM
I’ll be upfront, {name}, it’s a dreaded cold call. Do you want to throw your phone out the window now, or let me have 30 seconds and then decide?
• Honesty • Humour • Permission-based • Clear time ask
You have a big list and want a reliable, fun, direct opener. (79% success rate out of 600+ calls)
Audio:
OTHER GOOD ONES
THE SCRIPT
WHY IT WORKS
WHEN TO USE THEM
Hi {name}, can you help me understand who’s in charge of {ICP function}?
• Info, rather than selling • Disarming • Direct
You want to navigate through a large company, great for Enterprise.
Audio:
THE SCRIPT
WHY IT WORKS
WHEN TO USE THEM
Hi {name}. I’m calling regarding {trigger, e.g. hiring}. Has that changed?
• Curiosity • Personalised
You have specific triggers – great for Enterprise.
Audio:
THE SCRIPT
WHY IT WORKS
WHEN TO USE THEM
I’ll be completely honest {name}, this is a sales call. You can hang up now, or let me have 30 seconds. It’s up to you.
• Honesty • Clear time frame • Permission-based
You’re dealing with C-levels and want a strong opener.
Audio:
THE SCRIPT
WHY IT WORKS
WHEN TO USE THEM
If I told you this was a sales call, would you tell me you hate salespeople?
• Direct • No one wants to be hateful
You know how to navigate a difficult conversation and you like to challenge – best for C-level or salespeople.
Audio:
FOR SPECIFIC OCCASIONS/MARKETS
THE SCRIPT
WHY IT WORKS
WHEN TO USE THEM
If I told you this was a sales call, would you tell me you hate salespeople?
• Direct • No one wants to be hateful
You know how to navigate a difficult conversation and you like to challenge – best for C-level or salespeople.
Audio:
THE SCRIPT
WHY IT WORKS
WHEN TO USE THEM
If I told you this was a sales call about X, I guess you’d tell me Y. E.g., If I told you this was a call about SEO optimisation, you would tell me you get more traffic than you can handle.
• Addresses objection • Direct • Honest
You’re always facing the same objections and want to handle them upfront.
Audio:
THE SCRIPT
WHY IT WORKS
WHEN TO USE THEM
Hi {name}, this is Giulio Segantini from Underdog Sales. Does that ring a bell?
• Familiarity • Curiosity
You’ve been in touch or already reached out via other channels.
Audio:
THE SCRIPT
WHY IT WORKS
WHEN TO USE THEM
Hi {name}, this is Giulio Segantini from Underdog Sales. I sent you an email/DM about {pain}. Did I completely miss the mark?
• Familiarity • Multichannel
You’re following up on a previous outreach like email or DM.
NOT A FAN, BUT IT’S A FREE WORLD
THE SCRIPT
WHY IT WORKS
WHEN TO USE THEM
Hi {name}, I’ll be direct. I am selling X. Are you interested?
• Direct • Honest • Short
You sell something specific, and you want quick feedback
Hi {name}, this is Giulio from Underdogsales. I’m calling because we do business in [segment] to achieve [result].
Because everyone uses it
Never. Every time you do, somewhere in the world a prospect dies of boredom.
Hi {name}, this is Giulio from Underdogsales. How are you today?
Because you don’t care how they are.
Never.
No Audio, as I do not approve 🤌🏻
POST Opener
What do you do if they don’t simply agree to let you pitch? (which will happen over 50% of the time?)
If they have understood it’s a sales call:
“Let me briefly explain; if you’re bored by the end, you’ll never hear my accent again, fair?”
If they have not:
“To be clear, it’s a sales call. Can I give you the context, and you can decide if it’s relevant?”
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