Sales advice?

I recently saw some advice on how to improve the number of booked meetings when making cold calls...

It advised a few things...key amongst them was to work on your tone.

Which is all well & good - but the post missed the obvious irony in its own guidance.

If your focus is purely on booking meetings - it means there's a good chance you'll come across as needy, desperate, subservient, pushy, or salesy.

Because it's outcome obsessed.

The best way to improve your tone is to become process obsessed.

And in the context of prospecting, this means mastering the art of conversation.

It means...

1 - Asking pertinent questions

2 - Knowing EXACTLY what you are looking for

3 - Actively listening & responding in context without thinking about your next 'perfect' question

4 - Becoming genuinely curious & having no agenda aside from establishing if it's a good match

5 - Constantly disqualifying throughout the conversation - which does 2 things - 1) you'll come across far more credible; 2) flushes out the wrong people

Doing this will ensure you make the prospect feel heard, listened to & understood.

Also, work on becoming very comfortable in your own skin, stop pandering & slow down.

Talking fast means you'll have no time to process the conversation, it destroys credibility & you'll miss the nuances in their responses.

By constantly working on improving your 'process' - the outcomes will start to take care of themselves.

#sales #mindset #coldcalling