Ten tips for cold calling success
Transcript of Ten tips for cold calling success
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Ten Tips for
Cold Calling Success
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Use a sales script
A good sales script will:• Provide structure and clarity by forcing you to think about and polish your process.
• Facilitate teamwork through a collaborative and growing framework.
• Promote active listening by freeing up mental energy to focus on your prospect’s needs.
A script equips you with the mental tools you need to confidently face any sales
situation.
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Use our sales script template to get started!
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Document prospect’s objections
Follow these three steps:• List the top 25 objections you face in your market.
• Create a short (1-3 sentence) response to each question.
• Review your answers with at least ten others.
Instead of trying to formulate responses in real time, create an objection management
document.
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Check out our full walkthrough and start building your own objection management
document.
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Ask these three questions before calls
Before you pick up the phone, ask yourself:• Why am I calling?
• What do I want to accomplish?
• How am I going to achieve this?
The three most important questions in sales aren’t directed at your prospect, they’re for
you.
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For the full story on why these questions work, check out this article.
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Captivate your prospect
Hook your prospect from the start with these strategies:• Optimize for energy | Your emotional state is contagious; make sure it’s something worth
catching.
• Use silence as a tool | When your volume goes down, their attention goes up.
• Ask for attention | Say, “This next bit is crucial. If there’s one thing I want you to remember,
it’s this.”
First impressions are everything. Unless you engage your prospect immediately, you’ll
lose ‘em.
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Learn all about how to use these powerful tools in
How to captivate your prospect.
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Laugh in the face of fear
How about trying to fail? Sabotage your next three calls like
this:• Speak reaaaaaaaaaaalllllyyyyyy slowwwwwllllyyyyyyy.
• Stutter y-y-y-your way th-through the p-p-pitch.
• Talk as quickly as you can as soon as the prospect answers the phone.
Rejection is a big part of cold calling. How do you get over that fear of failure?
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Sounds crazy, but it works. Learn why in How to turn your fear of failure into fearlessness
.
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Create a distraction-free environment
Here are three ways you can minimize screen distraction• Turn off your monitor.
• Install a productivity browser extension like StayFocusd or Momentum.
• Put on a wireless headset and go for a walk.
The computer can be hugely distracting in a sales call, and distraction is the death of a
sale.
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Learn more about how to combat the dangers of distraction in
our article about multitasking.
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Never pitch price before value
Your initial sales call should be about gathering insights. Find
out:• Your prospect’s budget.
• The challenges they’re currently facing.
• How your solution solves those challenges.
When you talk about pricing before you establish your value, you’ve given away all
your sales power.
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Learn more about how to redirect a prospect asking for pricing in
Never talk price before value.
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Stop leaving voicemails (kind of)
We got tired of leaving voicemails too, so we created a feature
that:• Records a standard voicemail message once
• Leaves that message with one click
• Allows you to move on to the next call while it records
How many voicemails can you leave before you want to throw your phone across the
room?
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Our voicemail feature is a huge timesaver. Learn more about it in Voicemails: Drop ‘em
like they’re hot.
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Recover quickly from bad sales calls
Instead, take a five minute break before the next call and ask
yourself:• How can I deal with people like that better?
• How can I develop more emotional control?
• How can I respond to this differently in the future?
Venting about a rude prospect feels good in the moment, but creates a negative work
environment.
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Anyone can sell to an easy prospect. Learn how to deal with the difficult ones on our blog.
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Track your sales data
Track these three metrics:• Activity | How many cold calls did you make?
• Quality | How many decision-makers did you reach? How many of them were qualified?
• Conversion | Of those who were qualified, how many deals did you close?
Every process has room for improvement, but you need to track your data to know
what to improve.
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Learn more about how to use those three metrics to transform your sales
on our blog.
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