Sales Training Motivational Speaker | Gavin Ingham» cold calling tips

8 More Tips For Confident Cold Calling…

Gavin Ingham — Fri, 19 Dec 2008 14:10:05 +0000

I promised last post that I would continue with more of my 23 tips for confident cold calling so here are 8 more sales superstar tips that will help you to become a more confident and successful cold caller.

Tip 8
Don’t put the phone down between calls.
Putting the phone down between calls can slow you down and impede your motivation. Keep the energy going by keeping the phone in your hand once you start your cold calling sessions.

Tip 9
Wear a headset if at all possible.
Wireless ones are the best. Holding the phone to your ear can impede your movements and impact your ability to communicate naturally. By using a headset you allow yourself more freedom of movement. The more freedom of movement you have, the more you can express yourself.

Tip 10
Sit up, or better still, stand up, when on the phone.
This is a particularly useful tactic at the start of cold calling sessions or when you are feeling your enthusiasm beginning to cool off. Sitting up or standing up will inject much needed energy and vitality into your calls.

Tip 11
Keep your head up and breathe naturally.
Maintain the correct physiology by keeping your head up and breathing naturally. This helps to improve your focus, your attention and your motivation.

Tip 12
Be well prepared.
Being well prepared not only enables you to make more targeted and more professional calls but it also increases confidence because it helps you to know that you are going to make a great call.

Tip 13
Learn from your mistakes.
Everyone makes mistakes. The real question is not whether you make any missteaks mistakes but whether you learn from them or not.

Tip 14
Remind yourself of past successes.
Think of a time when you achieved success through cold calling; maybe when you won a piece of new business or secured a sales appointment with an important decision maker. This will help to get you thinking positively and feeling more confident.

Tip 15
Accept that you can’t win them all.
So stop beating yourself up when you don’t! Even the best cold callers don’t get that appointment or close that deal every time so get over it already!

For more on cold calling check out my No Fear Cold Calling seminars, my Power Canvassing audio or my Power Canvassing DVD programme. Make sure that you join my Sales Success newsletter – it’s always jam-packed full of sales strategies, sales tips and sales techniques that you can use right away to boost your sales and best of all, it’s totally free.

p.s. Want to get even more tips for successful cold calling for free? Check out this video, 10 tips for confident cold calling, now.

10 Tips For Confident Cold Calling # Sales Training Video 1

Gavin Ingham — Fri, 10 Oct 2008 09:41:53 +0000

I’ve been really busy the last few weeks with two of my sales seminars, Close the Deal and Sales Negotiation Skills, and speaking at several sales conferences so it has been a little while since I’ve posted onto my blog. Given the challenges that some salespeople and business owners are facing at the moment with trying to win new business I wanted to do something a little different…

This No Fear Cold Calling video, 10 tips for confident cold calling, will help you to be a more successful and more effective cold caller. Based on my forthcoming Real World Sales Skills book this mini sales training video was originally going to be a paid series of sales training videos but, with the exciting projects coming up, I decided to make it available for free!

This sales training video will be perfect for you if… you don’t like cold calling and you want to be more confident and more proactive, you’re indifferent to cold calling but you want more structure and more success and if you are a great cold caller but you want to sharpen your sales skills and keep your competitive sales edge.

In it you will find tips and strategies for:-

Planning & preparing powerful opening statements
Getting into the optimum cold calling mindset
Getting your prospect’s attention fast
Engaging your prospect in meaningful conversation
Staying upbeat & up for it
& much more…

If you like this video please refer it to your friends and comment on it. I have embedded it from Youtube to make it easy for you to forward to your contacts, colleagues and friends who are involved with selling.

If you want to know more about my cold calling books, audios, seminars, videos and programmes then check out these cold calling sales training resources.

Does Cold Calling Work?

Gavin Ingham — Sat, 02 Jun 2007 14:52:58 +0000

I was reading a business blog today and I came across a well written article asking about the success of cold calling in business today. I decided to post an answer and I thought that my readers might appreciate my thoughts on this matter…

As someone who works with many different companies I have seen many examples of cold calling having phenomenal results. I have also seen it fail spectacularly!

There seems to be a current trend to label all cold calling as pointless. This is a popular myth and one that I believe people are keen to buy into as they never liked cold calling in the first place.

I have read some of these solutions which say that cold calling doesn’t work and I can say that not only would they be ineffective in many markets but also that many of the techniques would not be allowed to be used by individual salespeople within a company in any case.

Cold calling can be very effective however certain conditions need to be in place. Here are 5 conditions for cold calling to make more sales or appointments…

The cold caller needs to be knowledgeable in their products, the market place and the benefits that their solution can provide for the client.
The cold caller needs to be positive about cold calling. No-one likes cold calls from someone who doesn’t want to be there!
The cold call needs to be targeted and specific to that individual. This requires a system wihch effectively warms up the cold call. This would mean a cold call becoming a tepid call, a tepid call becoming a warm call, a warm call becoming a hot call and a hot call becoming a sizzling call.
The cold caller needs to be well trained and coached so that they project a credible business persona and can deliver valuable business benefits for clients.
The call needs to be respectful and allow the client to "choose" whether the cold call adds value or not.

Finally, no business should be a one-trick pony. If cold calling is your only method of winning business your business is flawed. Every business should utilise and leverage different ways of prospecting for new clients. As a salesperson your job is to leverage the most effective of these for growing your business.

In summary, well thought out and targeted cold calling strategies which are implemented by well trained and credible sales professionals can be a powerful and important addition to your client acquistion strategies. In many industries they will be the most effective and efficient way of wining new prospects other than referrals.

What The Mile High Agony Aunt Can’t Teach You About Cold Calling

Gavin Ingham — Thu, 22 Mar 2007 00:06:03 +0000

I was flying back from a small town in the South of England the other day. The flight was quite pleasant and I had just been delivering a very effective sales training programme for the sales team. One of the main thrusts of the sales coaching was helping the staff to overcome fear of cold calling and prospecting and empowering them to go out and win business.

So there I was, on the plane, drinking my coffee and reading the in-flight magazine when I chanced across a letter to a sort of Mile High Agony Aunt. It read something like this…

Dear MH Agony Aunt

I keep getting cold calls and they upset me. I’m a little mouse and I can’t say “No”. What can I do? It’s ruining my life, boo hoo.

Yours
Scared of Wimpsville

Ok! Ok! I know – getting calls at home can be upsetting for elderly people and all that but it wasn’t really the letter that interested me – it was the answer!!! It went something like this…

Dear Scared

I’m sorry to hear you keep getting cold calls. The first thing that you need to know is that cold calling is the worst job in the world. You should feel sorry for them. They are clearly not educated enough to get proper jobs. Now what you can do is…

Yours
Mile High Agony Aunt

Wow! And Wow! again. With people out there spouting verbal garbage like that is it any wonder that people who “fall into” sales jobs end up feeling a bit down on themselves. Crikey! If you rang someone and they said, “Are you a cold caller?” and you believed that, all you’d hear is, “Are you the shit on my shoe?”

Don’t be a wimp, be a winner…

Now, I don’t want to get into the rights and wrongs of cold calling people at home – not today anyway – but I do have a message for salespeople everywhere…

Hold your head up. Take a deep breath. Remind yourself that nothing happens in business until someone makes a sale. Think of all the good things that you can manifest in your life by being a great salesperson and go out and make today a great day.

Sell with passion.

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