1. Take Notes
Take notes during your call. It will help you to not interrupt, and to remember key points the prospect makes. Also, while you are writing, let them know you are doing so. This indicates to them that what they are saying is truly important to you.
2. An Opening Idea
Here's an effective opening statement heard on a sales call to our offices:
"Hi, this is Gail with _________. We specialize in helping companies save money on _________. I have some information I believe you'll be interested in." (PAUSE)
Our reaction was exactly what she was looking for: "What is it?" Determine if you can adapt this to fit your situation.
3. Objection-Answering Technique
When you hear a "no," and you detect it's a stall or a decoy objection, don't challenge their feelings. Try this response instead:
"That's a good decision....right now. I don't blame you. But that's because I haven't yet given you enough information to believe otherwise...."
Then proceed with your questioning.
4. Make Calls in Threes
A TSR reader shared that he gets more accomplished when he places calls in groups of threes.
He takes only essential notes at the conclusion of each call, and moves on to the next one. After the three are completed, he finishes whatever paperwork is required. By focusing on these tasks in groups of three, he finds he's more effective on the calls, and he's able to place more calls during the day.
5. Take the Chill Out of Cold Calls
It's no wonder that many people are averse to making cold calls. Just the name itself, "cold call" sounds unappealing, and that can negatively affect our attitude towards the calls.