As Apple rolls out its new AI-based call screening features, similar to, but more advanced than those already offered by Android and Google devices, sales teams may find it harder than ever to get their calls answered. However, on today’s episode of CBT Now, Matt Easton, sales trainer and founder of Easton University, asserts that this technology doesn’t have to be a roadblock. In fact, it can be a powerful tool for sellers who know how to utilize it effectively.
Easton begins the conversation by explaining how the new Apple feature enables bi-directional conversations before anyone answers the call. Instead of just showing the caller’s name, Apple now displays both the caller’s name and the reason for the call. This gives recipients the opportunity to accept or decline, and even if the recipient initially ignores the call, the feature allows the caller to send a second and even a third message. Easton emphasized that this presents three key opportunities for salespeople to stand out if they use the right language.
“Most people will fail here by saying things like ‘just calling to follow up’ or ‘seeing if you had time for a quick chat,’” Easton warned. Instead, he offered tailored scripts for each of the four essential types of sales calls:
- True cold call
Use a hook: “Hey Jim, Matt Easton with Easton Ford. There’s something every late-model Explorer owner is dealing with, and nobody’s talking about it. Just wanted to make sure you were aware.” - Lead follow-up
Skip “checking in.” Instead, say: “Matt Easton with Friendly Ford. Wanted to personally make sure my team got you all the info you needed.” - Next-step follow-up
For advancing the sale: “Matt Easton with Easton University. Calling to see if it makes sense for you to come by today.” - Follow-through prompt
When a customer hasn’t taken an expected action: “Matt Easton with Friendly Ford. Wanted to make sure you had the link to complete the credit application.”
These openings clearly and purposefully engage the recipient, increasing the likelihood that they will answer the call or respond.
“If you do this the right way, your sales will go through the roof.”
Easton emphasized that skillful cold calling is more important than ever, as many businesses are abandoning the phone in favor of spammy emails and text blasts. He adds that most consumers are starved for real human contact and will be relieved to speak with someone who isn’t a bot.
To help sales professionals adapt, Easton offered viewers free access to his $300 “Closing Mini Masterclass” by texting or calling his direct number (720-660-3202).
“This is not busywork,” Easton concluded. “If you’re making calls with skill and confidence, people will respect it… and you’ll get the sale.”
