Remember to slow down...
Cold calling doesn’t have to be stressful. All it takes is a little preparation. Use the following three easy steps and the accompanying exercises to get yourself in gear
STEP 1: PREPARE YOURSELF MENTALLY: Think about the words or behaviors that would cause your prospect to view you with the negative stereotype salesperson. You want to eliminate those. Now think about the problems or challenges your prospects you call have and how your solution can solve those
Exercise 1: Understand how you are coming across: First, practice in front of a mirror several times. Pay attention to how you sound, your tonality. Next, record yourself in practice. Pay attention to your tone, delivery and the languaging you use. Does it sound natural or scripted? Now record yourself talking to a prospect, and then record yourself talking to a friend or family member. Do you notice any difference? When you are talking to a prospect, do you talk fast, sound scripted or sound excited? This is something you want to stay away from.?
Tip: Remember to slow down, relax and come across low key on the cold call.?
Exercise 2: Prepare your problem statement: Create your problem statement by listing the top three problems that your solution solves for your prospects. Of those three, which one do you think your prospects would identify with the most? This would be a problem that your prospects go to bed at night thinking about. Now think about how your solution solves that problem.
STEP 2: PREPARE FOR THE CALL: Remind yourself that the purpose of your call is to create a two-way conversation with the prospect to see if you can help them. ? Relax and be confident. It’s called collective confidence
Before You Dial: Take a few moments to think about the purpose of your call: The purpose of the call is to focus on whether or not you can help this person solve their problems. This conversation is for you to learn about this person/company, what their challenges and problems are to see if you can help them. Instead of focusing on making the sale, focus on whether there is a sale to be made in the first place. 2. Relax and look at the prospect’s name and think about them for a few seconds: Take a deep breath and remember you are simply calling to see if you can help. You will talk in a warm, friendly and low-key voice. Remember to slow down when you call
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STEP 3: MAKING THE CALL: Keep in mind your main agenda is to:?Open up a two-way conversation, not make a pitch or try to close the deal ? Create curiosity from the potential customer to get them to want to engage in the conversation ? Avoid any sales pressure ? Find out what their problems are, what caused them, and how it’s affecting them to see if you can help them.
Continue reading: Open the call in 4 steps & examples
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Published by?#NHGBe?2022-09-30 - CEST 09:30 AM?
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