Surviving Cold Calls: How to Stay Confident, Have Fun, and Book More Meetings
Cold calling isn’t just about picking up the phone—it’s about surviving. It’s about navigating rejection, keeping your energy up, and making it through the highs and lows of dialling day in and day out.
Sales experts Tom Boston and Matt Banks recently shared their insights into how to not just make cold calls, but thrive while doing it. They broke down what’s working in 2025, how to handle stress, and how to turn objections into meaningful conversations that lead to real opportunities.
If you’re in sales and cold calling is part of your job, this is for you.
Why Cold Calling Still Matters (Even When It’s Hard)
Cold calling isn’t getting easier. The numbers prove it:
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48% of salespeople say they dislike cold calling and find it stressful.
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Most decision-makers receive multiple cold calls daily, making it harder to stand out.
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The best cold callers don’t just sell - they build conversations.
Matt summed it up perfectly:
“People don’t want to have phone calls anymore. Whether it’s because they think it’s a cold call or just reluctance to talk on the phone, it’s getting tougher.”
So, how do you survive and stay motivated? Let’s dive in.
Overcoming the Stress of Cold Calling
1. Change Your Mindset
Tom put it simply:
“If you go into cold calling embracing the fact that you’re going to get some ‘no’s, it’s a different mindset. Strap yourself in because this is going to be a bumpy ride.”
Instead of fearing rejection, accept it. Cold calling is a numbers game, but it’s also about practice, confidence, and learning from every call.
2. Gamify the Process
Matt shared his approach to staying engaged:
“If you gamify sales, then even when you hit a wall, it’s like a video game. If a boss fight is too hard, you don’t quit - you keep going.”
Try tracking small wins:
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Celebrate every great conversation, even if it doesn’t lead to a meeting.
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Reward yourself for hitting certain dial milestones.
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Set personal goals (e.g., getting five prospects to laugh in a day).
3. Make It Fun
Cold calling doesn’t have to be a grind. Matt’s secret? Making calls from the pub:
“Calling from a pub or a coffee shop puts me in an environment where I can detach from stress. It reminds me I’m just having conversations, not pitching.”
While not everyone will feel comfortable making calls from a public space, changing up your routine can help remove pressure and keep the process enjoyable.
The Perfect Cold Call Formula
The best cold calls have three key ingredients:
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A Positive Tone – You don’t need to be overly enthusiastic, but you should sound confident and approachable.
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A Strong Opening – Your first sentence determines if they stay on the call.
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A Clear Message – Prospects should know within 20 seconds why you’re calling and what’s in it for them.
The Power of a Strong Opener
Matt’s opening line disrupts expectations and sparks curiosity:
“Hey [Name], I’m actually making a few calls from the pub right now. Does that make you want to hang up?”
This works because:
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It’s a pattern disruptor. Prospects expect scripted pitches; this throws them off in a good way.
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It invites engagement. Many will ask, “Wait, you’re calling from a pub?”
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It humanises the caller. People are more likely to stay on the line when they feel like they’re talking to a real person.
Tom shared another effective opener:
“I’ve underlined your name twice, and if you give me 42 seconds, I can tell you why.”
This creates intrigue and makes the call feel intentional, rather than random.
Handling Objections Like a Pro
Objections are inevitable, but how you respond determines whether the call moves forward. Here’s how Matt tackles common objections:
“We’re not interested.”
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Wrong approach: “Are you sure? We offer great solutions!”
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Right approach: “Is that because of the timing, or is this just not a priority for you at all?”
This reframing encourages prospects to clarify instead of shutting down the conversation.
“We don’t have budget.”
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Wrong approach: “But we’re really affordable!”
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Right approach: “Just so I understand, is it that budgets are locked, or do you just need a strong case to justify an investment?”
If they indicate that it’s about business value, you can steer the conversation towards proving ROI.
“I’m not the right person.”
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Wrong approach: “Can you give me the right person’s contact info?”
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Right approach: “I totally get that - most companies have multiple decision-makers. Do you have input in this, or should I be speaking with someone else?”
By framing it this way, you’re more likely to get an internal referral rather than a brush-off.
Actionable Takeaways: How to Survive & Thrive in Cold Calling
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Embrace the “No’s” – Rejection isn’t failure. It’s part of the process.
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Keep Your Energy Up – Find what makes calls fun for you, whether that’s music, competition, or changing your location.
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Use a Framework, Not a Script – Scripts can be rigid, but frameworks help guide conversations naturally.
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Practice Objection Handling – Don’t fear objections—prepare for them.
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Stay Authentic – The best cold callers don’t act like salespeople; they act like humans.
Final Thoughts
Cold calling in 2025 is just as tough as ever, but that doesn’t mean it has to be miserable. With the right mindset, strong openers, and a focus on building real conversations, you can not only survive cold calls—you can master them.
As Matt put it:
“The best calls aren’t about booking a meeting right away. They’re about creating a conversation worth continuing.”
So the next time you pick up the phone, don’t think of it as selling - think of it as starting a conversation. That’s the key to surviving (and thriving) in cold calling.
Interested in more? Watch our full, on demand webinar here.
