COLD CALLING

Here’s why prospects resist:

You’re gripping too tightly to something that’s meant to flow.
When you chase the outcome, the meeting, you create resistance.

Cold calling isn’t a rigid framework to cling to. It’s more like a wave. Moving. Changing.

Your intent shapes what you say.
Prospects pick up not just on your words, but on your energy.
Your job is to be like a relaxed, chill surfer.
Balanced. Steady. Going with the current.

Here’s what that sounds like: (Relaxed tone)
Prospect: Hello, this is Lisa.
Seller: Hey Lisa, this is Josh with TitanX, how are you doing?
Prospect: Okay, and you?
Seller: Can’t complain. I don’t know if I’m in the right spot. Maybe you could help me out for a moment?
Prospect: Sure.
Seller: Do you still oversee the SDR team over there?
Prospect: I do.
Seller: I’ve been hearing that most of the time when SDRs cold call, they run into voicemails or gatekeepers, even with direct dials. You’ve probably looked into services that let reps know who’s most likely to pick up before they dial.

👉 Here’s why this works: it’s the psychology of elicitation. When you make an observation instead of asking a direct question, you trigger a natural reflex in people to clarify or correct. It lowers their guard, gives them agency, and creates an open loop their brain wants to close. That’s why you often hear, “What do you mean?” or “We have.”

Prospect: What do you mean?
Seller: We’re a service in Tennessee that helps SDRs know who’s most likely to pick up so they spend more time in conversations instead of voicemails or dead numbers. Is that something you’d want to take a look at?
Prospect: Possibly. How does it work?

And here’s the punchline:
Surfers don’t fight the wave, they ride it.
Some rides last longer than others.
Good waves and wipeouts are part of the same experience.

The best sellers don’t force conversations.
They let them unfold.