| When I first started making cold telephone calls I | | | | get more calls done. Time your calls and know how |
| absolutely murdered every prospective sale by | | | | long it takes you to do a successful call so that you |
| committing every classic mistake in the book. I | | | | have short effective calls rather than long rambling |
| couldn't get even get a single sale in a whole month. I | | | | ones. I usually take 3 - 4 minutes to set an |
| had a positive attitude and was naive enough to | | | | appointment. |
| think that all you needed was a positive attitude, a | | | | 3. Practice. Do role plays with your partner or friends |
| script and prospects would be eager to buy. | | | | so that you become at ease and more professional. |
| I learned the hard way that I a positive attitude | | | | Ring a random person who is not a prospect and go |
| alone wasn't going to cut it. I needed some | | | | through your pitch. You won't care about the result |
| professional help fast, so I searched out a | | | | because you are practicing. This will improve your |
| professional telemarketing company to observe what | | | | results dramatically. |
| the top performers were doing differently. As a | | | | 4. Keep a record of your statistics (Bating average) |
| result of employing these techniques I went from 0 | | | | you need to know how many calls you make in an |
| sales a month to 2 to 3 sales a day. | | | | hour, how many say no, how many say yes, If you |
| Here are the six tips the professionals use which will | | | | don't know your stats you wont know if you are |
| allow you to smash your cold calling sales targets and | | | | improving the number of prospects you have to call |
| avoid the classic sales sins that amateurs make by | | | | to make a sale. |
| not employing them. | | | | 5. Record your calls and listen to both sides of the |
| 1. Only 7 percent of your communication with your | | | | conversation. Do this regularly and work out |
| prospect is the words you use. This tells me that | | | | effective answers to the objections and note what |
| most of the communication is your tone, projection | | | | went right and work went wrong. |
| and how you feel about what you say. Smile while | | | | 6. Use a guide line script with keywords rather a |
| your make pitch and you will sound much better than | | | | word for word script so you don't sound like you are |
| your competition. Some of the professionals have a | | | | reading to the prospect. |
| mirror at their desks to remind them to smile. Stand | | | | You might have received moderate success without |
| up so that you sound more animated and lively. | | | | employing these techniques, but I can guarantee you |
| 2. Know your time. Set a block of time to do your | | | | that you are leaving lots of money on the table |
| cold calling, stick to this time daily. By doing this you | | | | without them. |
| set a habit of consistent action as a result you will | | | | |