Some more general points from this morning’s cold calling discussion:
Some other items to consider:
-Be positive – it is only a phone call
-Stand up-your tonality is better, you’ll be less anxious and less distracted
-Don’t get verbal diarrhea
-Have a hook, don’t try to do a data dump
-Qualify the next step – no fuzzy phrases (“I’ll think it over”)
In the end, you need to be able to answer (well) this question from the prospect:
What do you know about our company?
We use a modified approach when phone screening candidates. We ask them how their skills and experience fit the criteria listed in our ad. The Rock Star pulls his hair out on some calls since it is obvious the respondent does not recall the ad nor do they have it in front of them. Since our phone screens are prescheduled, we’re always a bit concerned about salespeople who do not have the ad available during the call.