#137 – Closing Deals With Liston Witherill

By: Jack Reamer |
 February 5, 2020 |

#137 – Closing Deals With Liston Witherill

by Jack Reamer & Jeremy Chatelaine

2 Cold Email Takeaways

There’s so many gems in this podcast episode. Liston unpacks the part of the sales process that happens after you’ve gotten the prospect to write back to your cold email. And if you’re selling a b2b service (consulting, writing, hiring, developing, etc.) this is required listening, in my book.

Here are my top 2 takeaways:

 #1) Prepare your website and Linkedin profile to build trust

Fact: Your cold email prospect will check you out online before agreeing to have a call with you. (And probably before hitting the “reply” button. 

So you have to ask yourself: Does your website and LinkedIn page build trust? 

If not, it’s time for an online makeover. Add content (written for the prospect!) to help establish yourself as someone capable of helping your prospects solve their problems. 


#2) Use the “Why me?” question during the sales call

“Jim, there’s a lot cold email consultants out there. I have to ask, why me?”

Scary question, but ask it during a sales call if you sell a b2b service. Why? Your prospect will sell your services to them during the answer. It’s almost magic. 

Example response, “Well, Jack, we’ve been listening your podcast for a long time now and have been trying to implement some of the tactics you described, but we realized we just need an expert to help us and you have the right approach to this cold email stuff.

It works.

Go get ’em,