Cold Calling Tips

By Ron S. LaVine
President of Accelerated Sales Training, Inc.

Don’t try to sell the Operator: be polite yet respectfully persistent while finding who the right person to speak with is.

Get an internal transfer: the number will come through as an internal transfer and the person will pick up.

Offer to call back: ask when is convenient for them.

Random names: type in a couple of letters, wait for the system to come back; the system will supply other names and their extensions.

Department directories: listen for all menu choices as other departments provide additional points of entry -- perhaps they might need a solution from your company.

Best times to call: before or after their ‘gatekeeper’ arrives/leaves - execs will pick up their own phone after hours. Or try them on the hour in between meetings.

Make note of the time you were able to reach the person: typically you can reach them again at the same time.

Change the digits: people in the same department have similar extensions; change 1 or 2 of the digits and ask to be referred or for the correct extension.

Get the main number: use the Internet to find other numbers of points of entry.

Make an error in the extension: ‘I was trying to reach x, maybe you can help me, is Tina within eyesight?’ People like to help each other.

Listen to complete message for additional choices, names and numbers.

Build rapport more quickly by teaching yourself to regulate your voice to gently match theirs.

Practice: call yourself and leave a message. How do you sound? Practice until your voice sounds smooth and melodic. Remember people cannot see you they can only hear your voice.

Use your headset: open your mouth wide and carefully pronounce every word. Do not hold the phone on your shoulder as this tenses your throat and makes you talk from one side of your mouth.

Tip: buy a digital ‘logger’ for example at http://www.astselling.com/store.htm (last item on the list). Record your conversation, replay for yourself and/or your manager. It can eliminate the need to take notes at the time of the call; you can focus on what is being said.

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Ron LaVine, MBA is president and founder of Accelerated Sales Training, Inc., a sales training firm located in Oak Park, CA. You can get a special report “41 sales Tips You Can Use Right Now” AND the free bimonthly Sales Tips for Selling Success eZine all by signing up at http://www.astselling.com. If you would like information on Live Cold Calling Sales Training please call Ron at 818-991-6487 PST. © 2011 by Accelerated Sales Training, Inc.