What is the most anxiety-producing aspect of inside sales? Inside sales training instructors are almost unanimous in their response. Their trainees worry most about cold calling.
However, here are 4 tips on how to prepare for and conduct cold calls that can help you conquer your fear:
- Be Resilient. Understand that there will be some hang-ups. Do not interpret the abrupt ending to a personal rejection. Take the larger view that you called at an inopportune time or your target just has a “thing” against unsolicited callers.
- Be Knowledgeable. Know your stuff so you begin the call with confidence and optimism. This will set the tone for success.
- Be Prepared. Have a script but do not go on “cruise control.” Your target client will sense your insecurity and get irritated that you are just reading words rather than listening and having a real conversation.
- Be Concise. Get to the point quickly. This shows respect for your target’s time and gives you the chance to learn upfront if there is real opportunity here and if you are talking to the right person.
