I used to dread cold calls.
Rejection after rejection, gatekeepers shutting me down, prospects hanging up before I finished my first sentence.
Then I made one shift... and my booked meetings tripled.
👉 Instead of selling the product, I started selling the meeting.
Here’s what that sounds like in real life:
“𝘞𝘦 𝘫𝘶𝘴𝘵 𝘩𝘦𝘭𝘱𝘦𝘥 (𝘟 𝘤𝘭𝘪𝘦𝘯𝘵) 𝘪𝘯𝘵𝘦𝘨𝘳𝘢𝘵𝘪𝘯𝘨 𝘣𝘰𝘵𝘩 𝘵𝘪𝘮𝘦 𝘵𝘳𝘢𝘤𝘬𝘪𝘯𝘨 𝘢𝘯𝘥 𝘱𝘢𝘺𝘳𝘰𝘭𝘭 𝘨𝘭𝘰𝘣𝘢𝘭𝘭𝘺 𝘪𝘯𝘵𝘰 𝘵𝘩𝘦 𝘴𝘢𝘮𝘦 𝘱𝘭𝘢𝘵𝘧𝘰𝘳𝘮, 𝘴𝘢𝘷𝘪𝘯𝘨 𝘵𝘩𝘦𝘮 𝘩𝘰𝘶𝘳𝘴 𝘰𝘧 𝘢𝘥𝘮𝘪𝘯 𝘸𝘰𝘳𝘬 𝘦𝘢𝘤𝘩 𝘸𝘦𝘦𝘬. 𝘐𝘧 𝘺𝘰𝘶’𝘥 𝘭𝘪𝘬𝘦, 𝘐 𝘤𝘢𝘯 𝘴𝘩𝘰𝘸 𝘺𝘰𝘶 𝘩𝘰𝘸 𝘸𝘦 𝘥𝘪𝘥 𝘵𝘩𝘢𝘵 𝘪𝘯 20 𝘮𝘪𝘯𝘶𝘵𝘦𝘴. 𝘕𝘰 𝘴𝘵𝘳𝘪𝘯𝘨𝘴 𝘢𝘵𝘵𝘢𝘤𝘩𝘦𝘥, 𝘫𝘶𝘴𝘵 𝘢 𝘲𝘶𝘪𝘤𝘬 𝘤𝘩𝘢𝘵 𝘵𝘰 𝘴𝘦𝘦 𝘪𝘧 𝘵𝘩𝘪𝘴 𝘤𝘰𝘶𝘭𝘥 𝘩𝘦𝘭𝘱 𝘺𝘰𝘶 𝘢𝘴 𝘸𝘦𝘭𝘭.”
or this
“𝘞𝘦 𝘳𝘦𝘤𝘦𝘯𝘵𝘭𝘺 𝘩𝘦𝘭𝘱𝘦𝘥 𝘰𝘯𝘦 𝘰𝘧 𝘰𝘶𝘳 𝘤𝘭𝘪𝘦𝘯𝘵𝘴 𝘨𝘰 𝘧𝘳𝘰𝘮 28 𝘱𝘢𝘺𝘳𝘰𝘭𝘭 𝘱𝘳𝘰𝘷𝘪𝘥𝘦𝘳𝘴 𝘵𝘰 𝘫𝘶𝘴𝘵 𝘰𝘯𝘦 𝘨𝘭𝘰𝘣𝘢𝘭 𝘱𝘢𝘺𝘳𝘰𝘭𝘭 𝘱𝘭𝘢𝘵𝘧𝘰𝘳𝘮, 𝘴𝘢𝘷𝘪𝘯𝘨 𝘵𝘩𝘦𝘮 𝘵𝘪𝘮𝘦, 𝘮𝘰𝘯𝘦𝘺, 𝘢𝘯𝘥 𝘳𝘦𝘥𝘶𝘤𝘪𝘯𝘨 𝘤𝘰𝘮𝘱𝘭𝘦𝘹𝘪𝘵𝘺. 𝘐’𝘥 𝘭𝘰𝘷𝘦 𝘵𝘰 𝘴𝘩𝘰𝘸 𝘺𝘰𝘶 𝘦𝘹𝘢𝘤𝘵𝘭𝘺 𝘩𝘰𝘸 𝘸𝘦 𝘥𝘪𝘥 𝘵𝘩𝘢𝘵 𝘪𝘯 𝘢 𝘲𝘶𝘪𝘤𝘬 20-𝘮𝘪𝘯𝘶𝘵𝘦 𝘤𝘩𝘢𝘵. 𝘕𝘰 𝘴𝘵𝘳𝘪𝘯𝘨𝘴 𝘢𝘵𝘵𝘢𝘤𝘩𝘦𝘥, 𝘫𝘶𝘴𝘵 𝘢 𝘲𝘶𝘪𝘤𝘬 𝘤𝘩𝘢𝘵 𝘵𝘰 𝘴𝘦𝘦 𝘪𝘧 𝘪𝘵 𝘤𝘰𝘶𝘭𝘥 𝘩𝘦𝘭𝘱 𝘺𝘰𝘶.”
Notice what happened? ➡ I’m not pitching software. I’m offering value. ➡ The prospect gets a clear benefit just from showing up. ➡ It’s low commitment, high curiosity.
Now you can spot the difference:
Using this script, you’re not asking for time. You’re giving a reason.
✅ POWERDIAL EDGE of The Week: “Selling the meeting instantly puts you at the driver's seat.”
You often encounter roadblocks during cold calling because you try hard to sell the thing. The product. The features. The bells and whistles.
But here’s the psychology: prospects aren’t wired to buy products from strangers. They’re wired to avoid risk.
When you pitch a product, their brain hears: “This person wants my money.”
When you pitch a meeting with a clear takeaway, their brain hears: “This person wants to give me something.”
That small shift flips the mental script. Curiosity replaces resistance.
Now, instead of defending their wallet, they’re leaning in, wondering: “How did you help that other company save hundreds of hours?”
Here’s how you can test this yourself this week:
✅ On your next 5 calls, lead with a client story and the specific result you created.
✅ End with: “I can show you how we did this in 20 minutes, no strings.”
✅ Track how often the prospect asks a follow-up question. That’s the sign you’ve triggered curiosity instead of defense.
Before You Close This Tab...
Here’s the part most reps never realize: When you stop selling the product and start selling the meeting, you’re not just changing your pitch, you’re changing the entire power dynamic. You’re no longer the one chasing. You’re the one holding the key to something the prospect needs to discover.
That shift is subtle. But it’s the difference between being dismissed in seconds… and being remembered long after the call ends.
Sit with that for a moment.
Because the way you frame a conversation doesn’t just book a meeting.
Sometimes, it defines whether you’re seen as another salesperson… or as the voice they can’t ignore.
See you next week🥂
— The Sheriff in Town
