Pro Tip: Read our article on cold call opening lines and come up with two or three options to test. Pick the winner and stick with that.
17. Ask Open-Ended Questions, Then Listen
A good cold call is all about asking the right questions. These questions will get your prospects to think about their problems and realize that they need a solution—and that perhaps you can help.
By asking the right open-ended questions, you can naturally drive the conversation in your desired direction. But the trick is to listen to their answers truly. Don’t think about the next question you’ll ask while they’re talking, just listen and jot down anything useful. Then, you can use that to fuel the next question.
Pro Tip: Check out our list of 40 open-ended questions. Pick out a few you think would work best with your target customer. Test them out, then add the ones with the best results to your script blueprint.
18.
After you’ve delivered your opening line or any other greece telegram data question, embrace the few seconds of silence that can come afterward. Your instinct might be to fill the void with another question or value statement, but that won’t help.
Silence is not only a powerful move, but it also indicates that you’re listening and awaiting their response. It shows that you want to know and care about what they have to say.
Pro Tip: Pause after each question you ask. Resist the temptation to fill the air. Give ‘em time to think.
19. Don’t Pitch Too Soon
It’s common for newer salespeople to jump into a pitch early on in the conversation. They think that’s what “selling” is. However, we seasoned vets know that selling is more about developing rapport, listening to your prospect's needs, and then tailoring your pitch to them.
Pro Tip: Wait until you’ve uncovered at least one key need before jumping into a sales pitch. Center your pitch around that need.