COLD CALLING TIPS AND TRICKS AT YOUR FINGERTIPS
Get your biweekly dose of Cold Calling inspiration right here.
I’ll cover topics ranging from what to say and what not to say all the way to making your potential client feel validated, how to form genuine connections, staying motivated when you’re dragging, studying speech patters and intonation, how to remain in control of the conversation and managing the gatekeeper.
Is cold calling something that only certain people are ‘talented’ at, or is it a set of skills that can be taught – this is the question I get asked at every session by managers of corporates wanting to hire me.
It’s a good question, isn’t it? There are some salespeople who seem to be born with the ability to effortlessly brush aside the doubts that others apparently feel when they pick up the phone to make a ‘cold call’.
The truth is, cold calling is really nothing more than making a meaningful connection between people, and cultivating a relationship that’s good for both of you. It’s not only a necessary part of good business; it is at the heart of every successful and sustainable business transaction. And that means that anyone with a will to learn can be taught how to connect and cold call.
Many years ago, a reporter made a comment to the legendary Gary Player during a post-tournament interview that he seemed to have almost supernatural luck while playing. The master’s reply? “It’s a funny thing. The more I practice, the luckier I seem to get.” You see, Cold Calling can be compared to any precision sport in this way. There is a specific technique and process that needs to be followed in order to be successful.
It’s no coincidence that history’s most successful salespeople have been incredibly good cold-callers. We all know that clients don’t buy from impersonal catalogues – they buy from people. And that’s why you should be passionately, consistently honing your cold-calling skills (or, if you’re a manager, encouraging and guiding your sales team to do so).
Cold calling is about forming a relationship, a simple business relationship of mutual understanding and trust. And if you don’t take the first step, then who will? The days of waiting for the orders to roll in are over.
The skills and techniques that are taught at The Cold Call Company are designed to teach you an incredibly effective step-by-step process that will permanently change the way you view cold calling. Knowledge leads to confidence, and with confidence comes the ability to develop immense skill.
Practicing the right set of skills will dramatically increase your sales ability – and remember, the more you practice, the luckier you’ll get!