Ready to start dialing? Here are 20 tips you can use to level up your sales calls while on the phone.
10. Use Your Cold Calling Script Effectively
Before, we mentioned creating a sales script. But you also need to know how to use it right.
There are plenty of misconceptions about what a sales script really is, and how to use it. Remember: a script is a great outline of the call, but each sales rep should use it in a way that feels comfortable and natural to them.
Learn more here:
Should You Use a Sales Script?
11. Optimize Your Voice
It's not just the words you say when it comes to selling, but the tone of your voice. Cold calling company for windows and doors replacement In fact, 93% of the potential success of your cold call comes down to the tone of your voice. From the beginning, you have to turn a skeptical lead into a trusting customer. How do you do that?
Optimize Your Voice for Cold Calling
There are three main aspects of your voice to optimize: volume, pace, and body language. Learn more about how to make your voice pitch perfect for that sales call:
Cold Calling? Hit the Right Tone With These 3 Sales Voice Techniques
12. Make Sure Your Value Proposition is Irresistible
To create a more compelling sales pitch when on a cold call, you need an irresistible value proposition. There’s a simple hack to turn your value prop into something truly valuable for your prospects: talk to your current customers.
Learn how to do it:
How to Make Your Value Proposition Irresistible
13. Overcome Objections Like a Natural
Like it or not, a natural aspect of cold calling is hearing no and learning how to deal with the objections that come up in your conversations. When you’re prepared to face the most common objections (such as, it’s a bad time, send me more info, or I’m not interested), you’ll be able to overcome them like a natural.
Most sales reps fear these objections because they derail their sales conversations—especially when cold calling and starting a brand new dialogue with a prospect that doesn't yet trust you. But YOU will look forward to hearing them because they help you move the sale ahead.
Here are our best resources for overcoming objections on cold calls:
3 Outbound Sales Objections Any Inside Sales Team Needs to Learn to Overcome
Handling “Send Me More Information by Email”
Cold Calling: How to Respond to “I Don’t Have Time”
2 Common B2B SaaS Sales Objections (and How to Handle Them)
14. Use the Right Opening Line
The initial lines of your cold call are crucial, especially if you’re in lead generation mode—and what you say can determine whether your prospect continues to listen or politely declines.
This is a very common mistake sales reps make when cold calling their prospects. They launch into a pitch way too early, without first understanding what the prospect wants and if your offering will genuinely be able to help them at all.
Instead, you need to find the exact right moment to deliver your pitch and customize your pitch when cold calling so that it makes your prospect want to buy from you. Learn how:
7 Sales Pitch Ideas & Techniques to Get You Out of a Rut
16. Capture Attention by Emphasizing What’s Important
Once you've got a decision maker on the phone, how do you captivate and keep their attention? It's not enough that they hear you speak—you have to make them really listen. Otherwise, your cold calling campaigns won't net any results for your bottom line.
Cold Calling Tips to Capture Attention
Some people possess the charisma and showmanship that naturally mesmerizes their listeners. If you don't, you'll need to master the mechanics of getting attention. Learn a simple 3-step process to get your message across when cold calling:
How to Captivate Your Prospect’s Attention
17. Make Sure You’re Heard, Even With an Accent
Being successful in sales with an accent can be challenging—I know firsthand. Having grown up in Germany as the child of Greek immigrants, I moved to the US in my 20s, and I had a terrible accent. Yet, not only have I learned how to close many millions of dollars in deals, but I've also taught others how to do the same.
Selling With an Accent? Here’s How to Make Sure You’re Heard
18. When Selling B2G, Use Cold Calling to Discover Your Champions
The business-to-government model may seem complex and hard to break into—and it is. But B2G sales doesn’t have to start with huge multi-million dollar deals. Even small businesses and startups can sell to governments.
Cold calling is extremely effective in B2G. Since most government offices aren’t inundated with cold calls like other industries, they’re more open to giving you information, and that can be helpful. You can quickly learn about your potential buyer’s situation, and identify champions within the government office that can help promote your solution.