Getting stonewalled on your cold calls?

Here are a few pointers on how to engage more prospects...

Most of the calls I coach on consist of the following traits in the salesperson:

➡️ Talking about themselves & their company

➡️ An enthusiastic ‘salesy’ phone voice

➡️ Obediently answering any questions at face value

➡️ Having ‘happy ears’ & making assumptions by not digging into answers

➡️ Pushing for the meeting

➡️ 'Telling' their prospects what they should do

➡️ A sense of having lower status - leading to subservient behaviour

People love talking about themselves, but as the salesperson you need to stop.

Your only objective is to get your prospect talking so you can qualify the opportunity.

That’s it.

And you can do this by:

✔️ Leading with the problems you solve (which you suspect they suffer from)

✔️ Approaching the conversation as an equal with industry credibility & insight

✔️ Using jargon-free language

✔️ Making it human, emotive & relatable

✔️ Dropping the ‘salesly’ tone

✔️ Clarifying any questions posed to understand the intent (Q behind the Q)

✔️ Exploring their responses to get closer to the truth

✔️ Establishing the root cause of their problems & if you can help fix it

✔️ Making the conversation so interesting they want to know more about what you do – i.e. they push you for a meeting

If you associate closer to the first set of traits and want to move onto the second, it will require honest self-reflection, a desire to change, and the creation of new habits.

Unlearning bad habits first, and then learning a new approach can be challenging and only comes through:

- Practice

- Repetition

- Reflection

- Feedback

...and then back to more practice till it becomes second nature.

And if you still feel stuck or wanted some honest feedback - DM me.