Stop Being So Nice On Your Cold Calls!

By Andy Preston | Cold Calling

Nov 22

Often when I’m running my cold call training sessions, I notice that some people seem to be far too nice when it comes to cold calling! It’s almost as if they’re apologising for the call, before they’ve even started!

In this article, we explore why lots of people are too ‘nice’ on their cold calls, the problems it can cause and what we do about it.

The Challenge……You’ve built the proverbial “better mousetrap” – or at least you think you have! The problem is, not everyone else seems to feel the same way about the product or service you’re selling! So you think to yourself….”Surely if I’m nice to people….they’ll buy…….won’t they?”…….

Unlikely.  Interested in finding out why?

Okay, Are You Ready?

Because sometimes we find it difficult not be nice and very polite on our calls, don’t we? After all we’ve been told for years “the customer is king” haven’t we? Yet we often don’t realise how this could negatively impact on the perception of our cold calls.

Let me give you an example…..

fearfulOn my Cold Calling Workshops, I always find out what strategies the delegates are currently using, in order to give me a “gauge” of where they’re at and what we can potentially tailor and improve.

This is a phrase one of the delegates had been using previously (bearing in mind he was already through to the decision maker).

“I wonder if you could possibly help me?”

No, No, No, No and No! This is wrong on so many levels!

So What’s Wrong With That?

Now I know some of you are thinking “What’s wrong with that?”.

The challenge is because we’re brought up to be polite and we’ve been brought up with phrases like “the customer is always right”, “look after your customers – or someone else will” and “always make the customer feel important”.

red phoneNow I’m not necessarily disputing these phrases (and some of the are good advice) but don’t forget, we’re on a cold call here! The decision maker hasn’t been expecting our call, so we’re probably interrupting them on some level. Therefore our first few words are crucial to the success of the call.

When I was training the European cold calling team of a Global IT company out in Munich earlier this year, their VP of Sales said to me “Andy, if I receive a cold call, they’ve got 15 seconds – after which I decide if I’m putting the phone down or not!”. Now I don’t know the exact figures across industries, but I’d be prepared to bet that it would be fairly similar as to the first initial impression and how your call is perceived.

You Have To SOUND Different!

Now, most salespeople tell me they want to be viewed as different to their competition, to be seen as an equal, as powerful and consultative “value added” suppliers who can add value to their client’s businesses. However, they then make calls that sound EXACTLY like their competitors!

sales_megaphoneAnd if we truly want to be seen as powerful, as equals, as consultative people that can add value to our clients businesses, do you think opening phrases like “I wonder if you can possibly help me?” to decision makers achieve that?

I didn’t think so! The impression transferred when you use phrases like that is more like “oh no, another market research call!” or “here comes another junior salesperson to waste my time”. Is this achieving our objective? I think not!

We want to appear senior, authoritative, confident and like we know what we’re talking about – but we’re coming across in an entirely different way aren’t we?

The First Few Moments Are Vital!

In those vital first few moments of the cold call, if you come across as junior, weak and unimportant, don’t be surprised when senior decision makers treat you as such!

And do we think that decision makers are paid to help us out? Or give us “a few moments of their time?” How much value is there in that sort of call for the decision maker – pretty much none at all I’d say!

If you’re getting responses like “speak to my secretary” or “the person you really need is…” (only to find out later that this person was really the decision maker) or “send information” – or an even harsher response – that’s a clue that the decision maker doesn’t perceive us at their level, so isn’t treating us like an equal.

Ask Yourself A Question…..

Thinking BusinessmanOne interesting question to ask yourself is “Do I sound like a decision maker when I cold call, or just another salesperson?”. If your answer is the latter, are you really surprised at the responses you’re getting? If you want to be perceived as powerful, consultative and on the same level, then at least sound like a decision maker or someone of that level would do!

If the prospects you’re calling seem to perceive you the same as your competition – saying stuff like “we’re happy with who we’re using”, “we’ve got an agency/company we use for that” or the more blatant “you guys are all the same” then there’s a clue that you’re using the same approach as your competition! If we want to be perceived as different, we have to have a different approach don’t we?

Andy’s Top Tips For Getting Better Responses From Decision Makers

Tip No 1 – Sound like a decision maker, not a salesperson

Tip No 2 – If you want to be perceived as different, use a different approach to your competition

Tip No 3 – Converse with a decision maker on their level, using things that will interest them, instead of telling them what your product or service does

Tip No 4 – Prepare and practice a compelling opening that will engage decision makers, not bore them

Use these strategies and watch your sales soar!

If you’ve enjoyed this article, you may be curious about how we may be able to help you with your cold calling skills or follow up calls? You can find out more here…..

Andy Preston
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Andy Preston

Sales Motivational Speaker and Sales Trainer at Andy Preston
Andy Preston is a top International Sales Motivational Speaker, Sales Influencer and Master Sales Trainer.

Named as one of the World's Top Sales Gurus, Andy creates 'Stand Out Salespeople' worldwide, with his revolutionary 'Stand Out Selling' Sales System. 'Stand Out Selling' helps salespeople stand out from their competition, win more business, and do so at higher prices!

Previously a trained Professional Buyer, then the Top Salesperson in the UK, Andy Preston has now trained more than 130,000 Salespeople, in more than 40 countries, on 6 continents, since 2004!

Andy is best known for his work in 5 specific areas...

1) Prospecting/Cold Calling/Business Development
2) Converting Incoming Sales Leads
3) Consultative Selling and Pipeline Management
4) Standing Out From The Competition
5) Helping Salespeople Close More Deals!

With more testimonials than any other Sales Expert online (330+ on LinkedIn alone), Andy's work is recognised worldwide.

You can contact Andy here for more information, and how he may be able to help you!

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Andy Preston
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