Once again I’ve been reminded of how important it is to keep on persevering.
Sales is a numbers game but it isn’t just about burning through a list of potential clients one after the other. Actually it is if you’re in telesales but that’s why B2B sales people get a bad rep.
Whenever you speak to someone your tone of voice and your first words will influence the way that conversation is going to go. If you chose to read a script then you can bet your bottom dollar that if that script has been given to you by somebody else, then it will have been heard before, so your first few words such as “How are you doing today?” in a fake friendly tone are not going to be met with the most positive of responses. Similarly the old school technique of “John Smith” in a curt and total condescending tone of voice will, quite deservedly, meet with an equally hostile response.
Over the many years I’ve been in sales making a call has been something I really have grown to love, but it wasn’t always that way. It really is difficult to hide your true intent in just words and tone, which is why your true intent is so important.
So before I make any call I follow a few basic rules.
- What is it I want to share with the person I’m calling?
- What time of day is it where they are?
- Is this call going to be important enough for me to interrupt their working day?
- Is this call going to add value for them?
- What outcome do I want from the call?
Once I’ve gained the answers to these then I’m ready to style the tone and vocabulary I’m going to use on the call.
Then, and only then, I’ll make the call.
So what happened today?
Over the last 12 months I’ve been trying to get some time to speak with a potential new client. I’ve left VM after VM, I’ve sent emails, video messages, the works and still I’ve not been able to speak to them. Today, I picked up the phone and dialled their number, I’d ticked all the boxes and they answered the call. In fact they not only answered the call but we’ve not got the foundations laid out for the next steps with specific dates scheduled for the next call.
So if you’re sat there asking yourself should I make the call? If you can answer the 5 questions above positively, then yes MAKE THE CALL.