WHID = Was habe ich davon?
Translated into English: What do I have from it? AKA Why should I care?!
This is the most important question you have to answer in the first seconds of reaching out to a prospect in DACH.
Lauren Bailey talks about 7 Reasons why your prospect might be looking for a new solution (without knowing it yet)
- Money
- Time
- Controle
- Comfort
- Reputation
- Safety
- Referral
Find your Reason why they should care!
Ask yourself:
- Can you save your Prospect money?
(e.g. Real-Time Data to make Real-Time Decisions for instant success) - Can you save them time?
(e.g. Automation) - Can you give them back control?
(e.g. Dashboard for Real-Time Insights) - Do you make their lives more comfortable?
(e.g. Digitalistaion, AI, etc) - Do you they trust you because of your Reputation?
(e.g. Big Banks like to use this in their favour) - Do you give them a feeling of Safety?
(e.g. Insurances use this) - Have you been referred to them?
(This is the best leverage to book a meeting! For this check out Christoph's Masterclass about Referrals and tap into 80% of untouched Pipeline - Genius!)
Actions you can take TODAY
Once you can answer this for yourself grab your phone and Cold Call 10 prospects.
Why? Because you will get instant feedback on your messaging and can evolve all of your messaging in your whole Outreach! From Cold Call to Cold Emails to Social Selling - you will get everything you need from 10 Cold Calls ❤️
Not feeling confident in Cold Calling yet?
Jiri has some great advice for you:
Most reps struggle because they:
❌ Get blocked by gatekeepers
❌ Lose attention in the first 5 seconds
❌ Sound like every other salesperson
Here's what you can do:
🔹 Getting past the gatekeeper – They’re not your enemy but your way in. The trick?
✔ Sound confident, not apologetic
✔ Be direct and weighty in your ask
✔ Use their name, be friendly, and stay in control
🔹 Grabbing attention in the first 5 seconds – Your prospect decides instantly if you’re worth their time.
✔ No generic intros—bring immediate value
✔ Match their tone, pace, and energy
✔ Get quick "yes" responses to build positive momentum
🔹 Building trust fast – People buy from people they trust.
✔ Focus on why should they care (WHID)
✔ Make your message clear, direct, and problem-solving
✔ Be persistent, but never pushy
Cold calling isn’t about pressure—it’s about creating conversations that matter. And in DACH, where trust is key, mastering this approach makes all the difference.
Want the full playbook on Cold Calling Mastery?
Get access to the Masterclass now and learn the exact frameworks to book more meetings and close more deals.
How else can we help you?
I'm glad you ask! 😎
We can offer you:
- Try the Sales in DACH Academy* for FREE 👉 Check it out here
*Disclaimer: The Academy is currently only in German available 🇩🇪 - 1:1 Coaching 👉 Get in touch with [email protected]
- If you haven't yet - Sign up for this Newsletter and get weekly Sales Hacks for the DACH market - right into your inbox 📥
What’s Next?
Soon our Podcast will go live! 😍
We are covering:
- Buyer Centric Cold Calling with Cisar Lambert
- AI & Sales with Thibaut Souyris
- Discovery with Vinzenz Dimpflmaier
And much more 😍
Join the waiting list and stay updated!
And that's it for today!
Happy selling & Keep on Shining ✨
Your Sales in DACH Team
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