Cold Call Sales Training – The Swartz Method

Since 2003, I’ve never set fewer than 100 meetings a month, thanks to my own self-taught methods. I now offer cold call sales training through a focused 90-minute phone session, available one-on-one or for small groups of up to 4 people. This training is designed to help you or your team go from setting a limited number of meetings to consistently hitting higher targets. I’ve trained over 800 professionals across various roles—inside sales reps, company owners, and account managers. My cold call training covers every technique I’ve developed, from start to finish, based on the belief that successful cold calling starts with thinking like the contact thinks.

Cold Call Sales Training Program: The Swartz Method

  • Instructor: David Swartz
  • Duration: 90-minute phone training (1-on-1 or up to 4 participants)
  • Objective: Boost appointment-setting success with David’s proven cold call sales training methodology.

Introduction & Mindset

  • My Bio: Overview of experience and accomplishments
  • Your Background: Understanding your current skill level and goals
  • Quote of the Day: Motivational insights to set the right mindset

List Development & Dialing Methods

  • Old Method vs. New Method: Evolution of appointment-setting techniques
  • 90-Minute Workday: Maximizing productivity with focused calling periods

Master Call List Development

  • 30 List Strategy: Structuring call lists for optimal engagement
  • 10% Reach Level: Setting realistic expectations for outreach success
  • Unsuccessful Connects: Strategies to improve response rates
  • Best Time to Call: Identifying optimal calling windows

Communication Strategies

  • Leaving Voicemails: Crafting messages that prompt responses
  • Sending Emails: Writing effective follow-up emails
  • Researching Call Lists: Using research to enhance cold-calling success
  • Google Example of a Researched Lead (Swartz Style): Demonstrating research techniques for quality leads

Tracking & Metrics

  • Booked Meetings List: Maintaining an organized record of successful meetings
  • Call List/DNC List: Managing do-not-call contacts
  • Voicemail List: Tracking follow-up opportunities

Calendar Management

  • Customer Picks: Giving prospects scheduling flexibility
  • 15-30 Minute Calls: Optimizing call durations for effectiveness
  • Email Confirmations: Ensuring meetings are properly confirmed

Scripts & Overcoming Objections

  • Bio Compliment: Building rapport with potential clients
  • Receptionist Script: Gaining access to decision-makers
  • Contact Script: Engaging the target audience effectively
  • Length of Call: Keeping conversations concise and impactful
  • Keys to Success on Calls: Best practices for converting cold calls into meetings
  • 99 Calls Before Success Rule: Understanding persistence in appointment setting

Handling Common Objections

  • “We Already Have a Vendor”: Strategies to differentiate your service
  • “Not a Good Week”: Turning timing objections into opportunities
  • “Mail/Email Me Information”: Overcoming brush-offs to secure meetings

Referral Strategy

  • Handling Contact Referrals: Leveraging referrals to gain direct access
  • Script for Referred Contacts: Making warm introductions effective
  • Following Up with the Original Contact: Strengthening relationships through persistence

Conclusion & Recap

  • Summary of key takeaways
  • Actionable next steps to apply “The Swartz Method”