Inside Sales Tips Blog

Smile and Dial - Just Talk Naturally in your Sales Calls

To make sure you, as a sales professional, sound professional on the phone, talk naturally. When cold calling, leaving a voicemail, or just talking to a prospect, utilize the following to build credibility:

• Smile – no the prospect on the other line cannot see your beautiful smile, but he/she can hear that smile. Smiling makes your tone happy, warm, and friendly, which makes you sound calm and confident.

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Do you Have a Caller ID Strategy for Cold Calling?

When conducting sales training, the most common challenge I hear from sales people is, “I can’t get anyone on the phone.” Caller ID largely causes and can help you solve this problem.

Consider the following to flip the tables and make caller ID your ally

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Making Cold Calls is like Playing Third Base

A third baseman could stand ready during an entire game and never have a ball hit his way. But every time the pitcher throws a pitch to home, the third baseman gets in his ready stance in case the ball gets hit his way.

Just like making cold calls, you dial the phone all day and sometimes no one picks up.

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What is your Biggest Fear when Cold Calling?

The biggest fear many cold callers face is a fear of rejection. There are many ways to deal with rejection before it occurs and after.

Rejection can come in many forms, such as:

	Fear of hearing "no"
	Fear of not being able to answer a prospect's question
	Fear of being hung up on
	Fear of negative feedback

There are many ways to address cold calling fears, and many articles available online, such as those surrounding positive thinking, visualizing different outcomes, and focusing on the prospect rather than yourself.

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Phone Stalking

Reaching a prospect on the phone can be tough. Depending on the size of the company and level of seniority, it can be even tougher.

So how do you reach your prospect?

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Voicemails and Emails - Better Together or Separate?

Inside sales teams face difficulty connecting with their prospects. Their prospects are sometimes difficult to reach, and finally reached on the phone, they usually have very little time to speak.

Countless voicemails and e-mail messages can either can either come across as professionally persistent or nagging. Herein lays the million dollar question: How do appear professionally persistent instead of overbearing?


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Warming your Cold Calls

One of the hardest things about cold-calling is opening the call.

The goal of the lead-in should be to quickly establish yourself as a peer to the executive, build credibility, and smoothly transition into the conversation. Executives LOVE talking to peers, they HATE talking to salespeople.

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