How you nail cold calling just by changing your approach and how you think…
If you have any form of the words SALES, TELEPHONE or APPOINTMENT MAKING in your job title can I suggest you print this off. These cold calling tips are a mini blueprint of what you need in your brain-box to approach selling over the phone with the right attitudes...
WHY ATTITUDE IS KING ON THE PHONE
You can have all your ducks in a row: the best leads, the best digital telephone system with call recording, the most new fangled CRM system with flashing dashboard and alarm signals, the best script (How many of you even have a script?), the best products, the company with the best customer service, the company where integrity is top of the list for employees but if your telephone sales team have a so-so attitude or worse a "don't care enough" attitude you sink. The whole ship sinks, slowly or quickly but it sinks nonetheless. In most companies, sales is what it’s all about. Nobody else needs employing unless your company has sales. That’s how important it is.
Changing people, changing managers and changing scripts isn't going to cut it. You need to only employ people with a great attitude. As an employee if you lack a great and consistent attitude to your work get out of telephone sales and appointment making. Its seriously not for you. Here are some headline attributes and maybe tips for successful telesales staff:
In sales terms when you have integrity you believe in yourself and your company and you very much believe in what you are selling. You cannot "fake" integrity. Who you are as a person will always speak louder than what you say. Think about this and think about achieving success through being this person. The best person in your sales team will also be the most authentic. Every time. Being the best version of yourself is all that you need to aim for, frankly it’s all that you can aim for.
Until challenged about it we often think we are doing our best, me included. Our competitor's efforts in a cold calling team should give us the impetus to be better ourselves. If not we are in the wrong place and we know it. Through competition we discover reserves we didn't know we even had. Even though we finish just out of the winners’ enclosure we may still be producing our personal best, and that is what competition is all about. Getting to our personal best. Being the best each day that we can be. Not letting ourselves off the hook.
You will be as successful as you decide to be. It’s very tempting to talk about what others (Your company, your boss, your CRM system and your colleagues, your leads, your outside of work life) should be doing or should have done. Start now by viewing everything from the inside outwards instead of the outside inwards. In the end failure in telesales and in all things is self-inflicted and success is self-bestowed. That’s not a hard concept to figure out or a difficult cold calling technique to take on board. You decide (as I used to) on your success levels and don't rely on others or blame others. Sooner or later in life you get to realise that its only you in the driving seat.
Staying busy will give you an enormous boost each day. If you are in telephone sales and appointment making it is essential that you’re staying busy is on the phone. It's not email folks. Email is for back up. Sales and appointments are cut on the phone. Do what I advise about being busy and you will feel better about yourself each day you are at work. Don't be busy with email all day, seriously snap out of it. That's known as placing hope over reality. You keep checking emails for that elusive order? The phone is your reality.
KEEP YOUR ATTITUDE AT A HIGHER LEVEL THAN YOUR KNOWLEDGE
This cold calling tip will never let you down. When we begin a new project our attitude should, and usually is, invariably above our skill level. Keep it that way is my advice. As soon as you become complacent in attitude your performance level drops automatically. Always keep your attitude above your knowledge level and always keep your knowledge level as high as you can!
This is not the article to talk about homework but none of you will ever have passed an exam without doing homework. Take your company catalogue home with you and also know your company and its website backwards. That's also attitude related when you think about it. EVEN IF YOUR JOB IS PART TIME take the time to do some homework. This not only shows pride in yourself and your work but it will make you more successful and probably earn you more money.
BREAK OUT OF YOUR COMFORT ZONE
Put simply this means pushing yourself constantly past what you have done in the past. Train your mind to think how things CAN be done not thinking "Here's why that won't work". For some of you this is my biggest tip in this article. Give yourselves a real shake as you know you can do better. I know you can do better, your boss knows you can do better, your colleagues know you can do better. You also know you can be better.
REJECTION IS PART OF THE JOB
At least 80% of your working day can be perceived as being in the rejection pond. Really? Look at it that way and you are doomed. Forget the perceived rejection and focus on incrementally increasing your success levels. Rejection is when someone turns down your proposal of marriage. In sales terms people are suggesting you are not the right fit or someone else is a better fit for their requirements at this time. That is not the same thing. Taking so-called rejection in business personally means you have completely the wrong mindset for sales. Potential clients don't even know you from a bar of soap as our Australian cousins would say. If you are wallowing in rejection you need to be on the first bus out of sales is my tip.
A GUN AT YOUR TEMPLE ANYONE?
Since quite early in my career I was always informed that my performance would improve if there was a loaded gun pointed at my temple. I am not sure that would work but figuratively speaking it is a good metaphor. In terms of attitude we can all improve the personal drive and focus we put into our work. Done sufficiently we raise ourselves well beyond where we are today without that revolver idea being implemented in the office.
When in telesales in all its many variations from customer service through to one call closing you will consistently get out of your calls a ratio directly related to the effort and amount of yourself that you put in. There is no other baseline answer than attitude.