The Cold Calling Voice: How
To Create A Confident Voice That Sells!
by Mr. Cold Call
In 1967, communication
researcher Albert Mehrabian, found that 93% of our communication is non-verbal
(body language and the tone of your voice) and only 7% of our communication is
verbal (the actual spoken word). What
does this mean when you are cold calling and speaking with sales
prospects? This means that you need to
consciously place more emphasis on how you sound over the telephone. What’s the best advice to improve your
voice? How do you create a voice that
sells?
Below are four practical
ideas that you can use to improve your voice over the telephone:
1. Cold Calling Takes
Practice
The more cold calls that
you make, the more polished you will become at the delivery of your message. Try to learn as much as you can from each
call that you make. During this learning
process, you need to apply the same marketing principles that great marketers
use on a daily basis. These principles
are called testing. You need to
constantly be testing new sales openers, sales questions, voicemail messages and
responses to objections. If you are
constantly applying these principles during your cold calls you will soon
notice that you have more confidence in your delivery. Confidence plays a key role in the sound of
your voice.
2. Knowing Your
Product and Knowing Your Sales Prospect
How well do you really
know your product and/or service? How
much do you really know about your prospect’s industry? It’s amazing how much information plays in
the sound of your voice. Sir Francis
Bacon, an English philosopher in the 16th Century, once said, "Knowledge is Power." And he’s
right! But, in this case, the power is
in the confidence of your voice. So, if
you want to improve your voice just learn more about what your selling, learn
more about your industry, your competitors and learn more about your prospect
before you even pick up the telephone!
3. The Power of The
Pause
Pausing on the telephone is powerful. When you make a conscious effort to pause
after someone's name, after a key point and after certain questions then your
intentional pause when timed correctly creates opportunities for your prospect. It allows your prospect
to respond to your words by using their own mental images, their own feelings
and thoughts. Pausing helps to inspire
curiosity, it provides emphasis on what you are saying, it creates impact and
finally, pausing can create an aura of importance. This means that when you pause, your action
shows that you are really listening to your prospect. In this case, the focus is not so much on
what you are saying and how you are saying it, but rather, the focus is on what
you are not saying.
4. Create An Energy Of Enthusiasm
There is nothing more powerful than a positive
attitude. A positive attitude is like an
energy force. A positive attitude is magnetic.
A positive attitude allows you to create an aura of success over the
telephone. A positive attitude is the one secret that
all successful people have in common that others who are not successful can’t
seem to figure out. Either you have a
positive attitude, want it, don’t have it or you just don’t want it. Which category are you?
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