Drop 4 Words and Get Less Rejection

Annoyed women-tnAt nearly every seminar, this subject comes up – especially during role play.

What is it?

The best way to get attention during the first nine seconds of a cold call.

 Most of us have a very short attention span, so those first words in a cold call are critical.

Unfortunately, there are four words that many sales people use at the beginning of their first call to a new prospect. Four words that signal to the listener: “I am going to try and sell you something.”

And when the prospect feels this way during the first few seconds of a cold call s/he begins to think of ways to end the call,

or worse . . .

. . . they hang up.

Why use those words if – instead – you can grab the prospect’s attention with something of interest to her or him?

Can you guess what the four words are – that can immediately turn prospects off?

Four Words Not to Use in the First Cold Call

What is your first thought when you are asked “how are you today?” by a stranger who calls you?

I don’t know about you, but my first thought is: This person is going to try and sell me something.

And I immediately begin to think of ways to end the conversation.
I also feel the caller does not really care – and does not really want to know how I am.

The caller feels it sounds good or friendly to ask: “How are you?”

WRONG.

It raises a red flag if you don’t know the caller. People know it is not real. It does not sound sincere.

Instead, begin the call with a message relevant to the prospect’s needs or wants.  Words that answer the listener’s mental “what’s in it for me” question.

 

Dear Reader:  You CAN get attention plus build trust and credibility with prospects during your first call.  When they know you, like you and trust you, prospects are more likely to become clients and buy from you.  My one-to-one private e-course is designed specifically for your situation to get the results you want.  Take a look at what my favorite clients say about working with me  then contact me and I’ll get back to you within 24 hours.  For instant contact, phone me at 757.463.0924. I look forward to helping you achieve your sales goals!

 

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5 Cold Calling Mistakes

bored man on phone-tnWatching a business associate listening to a cold call prompted this article.

When the phone rang, he picked it up and listened . . . and listened . . . and listened.

After what seemed like 30 minutes of listening (it was probably only five minutes, but still too long) he finally said: “I don’t need any” and hung up.

Whoever phoned him was obviously just reading a script and talking about whatever products he wanted to sell.     Borrrring. :(


5 Cold Calling Mistakes + Tips to Keep the Prospect Interested

Mistake #1. Not researching the prospect and business you are calling.

Tip:  Do some research on the prospect and her/his company before you call.

Spending a few minutes on research will yield big results.

Otherwise s/he will know that you are just “smiling and dialing” randomly.

It’s so simple these days to obtain good solid information on a prospect prior to picking up the phone.

Google the prospect’s name or check LinkedIn.com and you can get really useful information.

Mistake #2. Not Asking questions.

Tip:  If you take the time to ask questions to find out what the prospect needs and what is important to her, you will get honest answers.

If you don’t bother to ask these questions, how can you uncover needs and pains?

How can you try to sell something when you don’t even know what the prospect needs or wants?

Without asking questions, it sounds like you’re just in it for the sale, your quota and your paycheck.

Asking questions the right way prompts a conversation instead of a monologue.

Open-ended questions keep the prospect on the phone with you longer. It works like magic.

Mistake #3. Not Listening to answers.

Tip: If the prospect has something to share, stop talking long enough to listen.

Really listen, don’t just hear the words.

Mistake #4. Don’t say you “will be in the area.”

There is nothing worse than hearing those words from a cold caller.

That sales technique went out in the 80’s.

It is one of the fastest, most effective ways to induce a hang-up in record-breaking time and shut down the call.

Tip:  Be honest and ask to set up an appointment if there is any interest.

Mistake #5. Not using the prospect’s name.

There’s no sweeter music to the ears for most people than the sound of their own name.

Tip:  Don’t use his name too often because you will sound like a pushy sales person.

Remember that we are all subconsciously conditioned to respond with openness to our name and a question.

 If these tips are useful to you, get more tips at annbarr.com