5 Tips To Make Cold Calling Easier By Gavin Ingham At Isnare.com Ezine Articles

If you have ever had a job where you had to make cold calls you know how unpleasant they can be. Cold calling is calling someone that you have never spoken with before to present them with something that you want for them to do. It is cold because the perception is that you as the salesperson want nothing but to get what you want out of the person that you are calling. The person on the other end of the line usually sees this call not as a warm and fuzzy feel-good chat, but a harsh and strictly business driven sales scheme.

Everyone knows that as a sales person, it is not your intent to annoy and disturb the people that you call (although it may seem that way at times). You are just trying to make a living. So to help you out here are 5 tips to make cold calling easier for you.

Do your homework

Some cold call lists have only a name and a phone number. Others have more information, such as when you call on behalf of a business where they have made a purchase recently. Obviously when you know more about the person you can be prepared to talk about those things in order to build trust with your potential customer. One thing that you can always do is look at a number before you dial it and find out what time zone it is in (there are different charts and list that you can use to help you to do this). This way you can avoid calling someone at an indecent hour. Also you should know the person that you are going to ask to speak to before you even dial the number. Practice the name and make sure that you have a good idea of how to pronounce it before making the call.

Warm up a cold call script

Few things are more annoying than having to listen to someone read you a script. There is a big difference in how someone sounds when they read something out loud versus when they talk conversationally. If you want the person on the other end of the line to listen to what you have to say, you should do your part to make the listening part of the experience more enjoyable.

As easy as 1,2,3...

In order to be as efficient and diligent in getting the information that you need in as little time as possible is as easy as following these steps:

1. Introduce yourself and state who you work for

2. Get permission to ask questions

3. Uncover, amplify, and provide opportunities to provide a solution (through the use of your product) for their concerns.

Value Time

Be considerate of the other person’s time. If you call during a meal apologize and ask when a callback would be more convenient. Be polite but persistent about a specific day and time. That way you don’t waste your time trying to call back on the right day but at the wrong time.

Follow-up

Make a point to return every phone call that you re-schedule at the appropriate time and date. Remind the person of your previous conversation. Bring up something about the conversation that you had previously so that an association can be made. In sales it is natural to be persuasive but remember that you must also use tact.

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