Cold Calling Tip - Shut Your Pie Hole

Most people think that outbound calling is all about talking, but it’s just as much about listening. Sure, you need a well thought out, benefit-centric presentation, but you also need the invaluable skill of listening. If you’re good, you can hear what the prospect is and isn’t saying. A sigh, a pause, a chuckle, or a grunt are all signs of how your prospect is responding to your presentation or question. By listening attentively, you can determine where to direct the conversation.

Good listeners give their prospects plenty of time to respond to questions or to digest the information that was conveyed. It’s ok to allow a few seconds of silence before you move on. Ask your questions then shut your pie hole. Contrary to what you may think, you don’t have to just keep talking. If your offer isn’t intriguing enough to keep the prospect on the line, then you need to work on your pitch – not just talk more.

Another important element of listening is to consistently get clarity on what the prospect is saying. All you have to do is reiterate what the prospect said... " what I hear you saying is that you need a solution that can be accessed by multiple users at the same time, is this correct?”

If you’re like me, you’re going to have to fight the urge to do all the talking. My Mom used to always tell me that God gave us to two ears and one mouth for a reason. Now I know why, so cold callers could do more listening than talking.

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