As I’ve covered in past articles, I’ve spent a lot of time cold-calling, which means I’ve spent lots and lots of time on the phone. When I first started, I spoke very fast, wasn’t confident, and just wanted to give my pitch, then get off the phone. Throughout my various jobs, I picked up 4 skills that led to me having phone calls where the prospects would literally tell me:
“When I call back, I want to speak to you. You’re very pleasant, and I like talking to you.”
Keep in mind, I’m not a real talker. When I go to the party, I’m the guy that likes to find a group I’m already comfortable with, and spend time with them. By implementing these skills, I’m confident that anyone can improve how they come across on the phone. I have these written down near my phone, as a nice reminder every single time I get ready to speak with someone.
Without further adieu...
“Cold calling is dead!” some of you will scream.
Anytime someone in sales mentions cold calls, the eye rolls, and sighs of “this again?” are sure to follow. I’m here to say that cold calling is not dead. I’ve experienced solid growth through cold calling, and I know I’m not the only cold-caller here!
IHT is a multi-state insurance agency with dozens of branches across the eastern and central United States.