December 31

Essential Tips for Closing Cold Calls


This is the important word that comes to mind when thinking of sales.  I’m writing this article on my journey of really getting to know the sales approach.  The “Go Getters” are good people.  People change their state of mind frequently but there is always hunger for more.  If the product is just right and I can find a market to desire it, I can sell it.

Focusing on the positive things determines the outcome of your sales calls.  You truly want and should have the desire to help people. Feeling this way you and your voice will be congruent thus improving your chances of a sale.  Do not think you will sale just to make money.  This will come through your conversation as a sign of desperation.  Make all your calls with this frame of mind to build integrity and momentum.  Even though your energy might drop, the next sale will come just at the right moment to feel refreshed.

If you feel queasy from initiating contact with strangers then it’s going to take practice.  Say to yourself “I will find the right people to hear me out and they will like talking to me.”  That’s the first step to get your mind focused and DO SAY it out LOUD.  Write your pitch before your calls and make notes between pauses to listen to the prospect on their reaction.  Think of selling as problem solving. I have been told my voice is monotone, but nonetheless the information I present gets heard and sticks when I mention what it’s worth.

Don’t talk to people who are not looking for improvement, because they will only criticize you. Your outcome should be the result you’re trying to achieve.  Just remember the formula because anything can happen during a sale that can interrupt your thought process.

Here’s the formula: Quick Self Intro > Acknowledge The Challenge > Identity with Your Prospect > Offer the Solution

In this order you will built rapport with your prospect to understand him/her.  It places your communication on the same page so the prospect opens up to a free flowing conversation.


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Posted December 31, 2011 by Tom in category "Sales

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