At One of a Kind Sales, we talk a lot about LISTENING. But the tone of YOUR voice is also key to your Cold Calling success.
According to an industry statistic, “93% of the potential success of your cold call is attributed to the tone of your voice during the conversation.”
How do you sound?
Confidence is AUDIBLE – make sure the client hears this.
This is one of the many reasons we say that you should memorize your script. Knowing what you are going to say, without having to think about it, helps instill confidence.
Having your rebuttals ready helps too.
And of course, PRACTICE! The more conversations you have, the better you will become.
Match their tone
And it isn’t just confidence. I also recommend that you match the prospect’s cadence and style of communication. If they are calm and soft spoken, speaking quickly and confidently may be a turn off or feel ‘salesy’.
Really LISTEN to what the prospect is saying AND to their tone. Then match their tone in your delivery. For more about this please see our post on Active Listening
What NOT to do
And for a humorous look at what NOT to do, check out this vintage Saturday Night Live skit with Chris Farley and Paul McCartney.
If you need help with YOUR delivery, give us a call at 908.879.2911 – we can provide you with the skills that will instill the confidence YOU need to succeed!