How to get better on a sales call?

Cold calling and sales calls are not always the most fun things you can do. You are contacting people/businesses that have no idea you are about to call, and this frustrates most people. So now, they are frustrated in the middle of doing something important, and they receive your sales call.

“Hello, this is David with the JRB team, is Greg available please?”

“This is him.”

“Hi Greg, I was just calling to introduce you to…”  Hangs up. Does this sound familiar?

Fun process, right?  How do we make sales calls better?  How can we discover what will keep them on the phone just a little bit longer?

Most people will say, you need to change what you are saying or better the script.  After performing sales calls on a regular basis and doing some research, I figured out that sometimes it’s just your tonality. You can change the tonalities in different parts of the script to make it more persuasive.

Let me give you an example:

I didn’t say he lied to his teacher.

I DIDN’T say he lied to his teacher.

I didn’t SAY he lied to his teacher.

I didn’t say HE lied to his teacher.

I didn’t say he LIED to his teacher.

I didn’t say he lied to his TEACHER.

Now after reading this aloud and putting more emphasis on the bolded, capital words, each of these sentences have a different meaning.  What we can do from here is take your script and start playing with where you can change the tonality up and place more emphasis.  If someone is not getting the performance out of the cold calling time they are doing, we could fix this with two different ways.

One would be teaching them how to control your tone.

Example of this would be to lower your voice and slow down what you are saying, so it forces the prospect to pay attention to this part more vs being excited and screaming to get them excited to. Both people can be saying the same script, but these will come off totally different.

The second way which is the faster way, it is to truly believe in what you sell.

This one is hard. You know all the problems about your business and/or product, but you also know your intentions. If your intentions are perfect and you know by giving the customer this product or service, it will better them, then that will come out in your voice. True belief that you are going to solve their problems will fix your script.

So now after reading this you can go back to your team and study sales calls to fix your tonality and emphasis, but you can also show them success stories of people using your product or service and make them start to truly believe they are helping people.