The attitude and mindset are contagious. Clients know within seconds whether you are compatible with the message or not. Once I was done verbally explore with their clients asking them why they bought from me in the first mjesto.Neodoljiv (and surprise at the time) the answer was: "It felt like the right thing to do !"
Expectation of success is a key part of your success.
Know why your need for it.
Based on the day most of us forget why we do certain things. We are cold calling, because we must or because we're told. If you want to make changes in your cold calling habits then it will require some commitment, some focus and some way to leverage these attributes in ourselves is to ask yourself: "Why is cold calling is important to me? What does it do for me? How to connect to my goals and dreams ?"
when coaching individual sales people on the team I can usually tell who will operate and who will not and it's usually down to whether an individual has a need or want it or not. Holding your self to a higher standard is difficult, if you have no reason to also spend some time and our work why cold calling is important to you now.
Practice delivery with an emphasis on rhythm, pitch and tone.
When I listen to sales calls often I'm shocked messages within the message. In face to face selling 55% of the non-verbal messages. On the phone, this element is missing, which means that the message consists only of words and how they say. While words are vital to the way they say they will be directly linked to your ultimate success or failure.
After listening to hundreds of calls and I can honestly say that the message behind the message for the majority of calls. "I'm bored, tired of putting in the numbers and you probably do not tot tell you anyway!". Would you like to buy from someone said that to you?
to get someone you trust to listen to your calls and give you feedback on tempo, pitch and tone. What message is sent?
Plan and prepare relevant questions.
Questions and client interaction is paramount for sale. Most sellers think they are good in question. Most were wrong. Planning and preparing good questions is something that all retailers should do regularly.
The issues are incredibly important because they focus the mind. This is as true when talking to others that when we talk inside your own head! Most of us put the focus on the wrong place, both internally and externally by asking the wrong questions.
Imagine ringing a new client, introduce yourself and provide several advantages. They listen, but they are not on board yet! Now imagine asking questions uch as, "Does this sound like something that would be of interest to you?" and "Would you be interested in meeting up then ?"
These questions are an absolute waste of time and a great response that came to be: "Do not !".
questions should focus on the customer's mind what you want them to think about, such as: "Have you ever had any difficulty?" or "How are you currently?"
Have your support tool at hand.
Part of the expert is in preparation. When you get on the phone, you need a diary, notes, paper and pens on hand. I can not count the number of times I've watched sales of "professional" start to close the meeting and then realize they do not have a diary open on the desk or on your computer. A long pause later relationship and lost the match!
expect success, they do what they support tools you need to be successful and make sure you have at your fingertips.
Call forwarding and reduce disruptions.
A recent survey study of work habits suggested that the average worker is actually working for less than 3 hours on average working day. That seems pretty high for me! Most people seem to find so many extraneous and irrelevant tasks to do that is a miracle to ever get anything done. To make sales superstar you have to do what makes you successful activity, and then set aside time to do them.
Work their ratios, and then work as a call to do to achieve your personal goals. Once you've done that and do it. Most salespeople actually spend too much time "on the phone" ... The problem is that they are not focused enough when you are on the phone. Try turning off your cell phone, forwarding all calls and asks not to be disturbed. Get your self energy and ready, and then do 45 minutes worth of premium quality proactiver call. You'll be amazed at how much can be achieved in three quarters of an hour!
Set clear goals for your session.
Many vendors call with no goals or objectives. It's a complete waste of time. You need to plan and prepare for any proactive sales meetings. Before you decide on your activities and how they will be measured. Set realistic goals and stick to them. Only in this way you will be able to improve and grow.
Do not put the phone down.
Any hot or cold calling it's important to keep the energy flowing when you are making proactive calls. It is too easily distracted, start doing something else or increasing pauses between each call.
One of the most effective way to achieve a shorter break time and therefore more pro-active energy that does not put the phone down between calls. Not only does this job, but you'll also save on the psychological power to choose the phone again every call! We also recommend that you wear headphones increases the work rate of nearly all telephone sales people
Master of your physiology.
Your physiology is the way you use your body your posture, movement, facial expressions and breathing. Change your physiology changes state. If you were to enter a room full of vendors on the phone will immediately know whether the "to do" or the way they are sitting, moving, speaking, and so on.
Take a moment to reflect on the physiology of now. Think about the best phone call you ever made ... As you are sitting / standing? How do you move? What are your facial expressions? The voice patterns? How do you keep your head? How is your breathing? Did you use headphones / earphones?
Get your log-book and record your results. Over the next week I want you to concentrate on running all phone sessions from physiology and maintenance throughout. If you find your physiology changes, then get yourself straight back into the right physiology. Keep in mind that ahead of others in the office at 830am in the morning could feel a strange ... and so the additional fee during roll, but I think I can deal with these !!!
Well that's it. Top 10 tips for being a great cold caller and a better salesman. If you want to learn more about cold calling or develop any of these strategies more detail then have a look at my website.