How to get better on the phone doing cold calls. (B2B Sales)

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Hi! I’m Vinnie, I’m a salesperson whose won the ‘president’s club award’ multiple times at a Fortune 500 company which is reserved for the top 1% of salespeople. In this video, I’m going to answer the question “how do I get better doing cold calls on the phone?”

So let’s jump straight into it.

If you’re just starting and you have NO IDEA where to start off, start with A SCRIPT.

Your sales manager SHOULD have provided you with one.

This is a basic template to use on cold leads that should tell you everything to say (in theory).

It should include your intro, your company’s value proposition (your elevator pitch), and a call to action. You should have different versions of your sales script, based on the different types of people you’ll be talking to within a particular company.

If you don’t have a script, you’re just flying blind! This is going to be your guiding light in a dark tunnel.

Now BEFORE you hit the phones with this new script, role play with a coworker, or even just practice by yourself. You want to be able to recite this script naturally without sounding like a third grader whose forced to read in class.

Okay, perfect, next you want to focus on TONALITY.

Here’s the thing, if you give 10 people the SAME script, one or two of them will perform WAY BETTER than the rest. Why? Because they are conscious of their vocal tonality and their pacing.

Most salespeople come across way too over eager in their tone or they sound inconsiderate. Some salespeople keep to the same monotonous tone throughout the whole entire call.

You need to be conscious of your tone throughout the call.

For example, at the beginning of a sales call I like to use a “can you help me” tonality type.

Your tonality is sub-communicating that you need help. People like to help other people who need their help.

Does it feel forced? Yup.

Does it feel cheesy? Yup.

But does it work? YUP.

That’s the power of tonality.

So after you have this understanding down… Where you’re starting off with a script, Roleplaying OFF the phones, and you’re conscious of your tonality.
NOW you need to PUT IN YOUR REPS.

Cold calling is like a muscle. You gotta consistently work it out in order to strengthen this skill.

Even though it can be painful, block off periods of time where you do bursts of calls and power through.

As you do more calls, not only will you get comfortable with it, you’ll also get more data on what IS and ISN’T working. You’ll be able to tweak your script according to what works for you.

The LAST thing I want to talk about is the proper mindset you should have when cold calling.

I know, I know… It can be easy to get caught up in thinking: “will I get hung up on again”, “will I get cursed out”, “will I get another no.”

But try this idea:

Shut your brain up and make the damn call! By thinking about these other things, you are entering Analysis Paralysis, which means that you’re RETARDING productivity because you are over analyzing the situation.

You don’t have to do all the research to make the call. Of course, if you’re working massive deals then you WILL have to be more strategic with your cold calling, but if you’re just getting started it's all about volume. So put in your reps and make the damn call.

If you want to FAST-TRACK your progress and take Sales STEROIDS, I made a free 17 minute training that’s helped salespeople all over the country consistently exceed their sales quota, and I want you to be next. Click the link below to sign up and I’ll see you inside!

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Free B2B Sales Training:

[pearlytandon]

I’m just starting out on my b2b sales journey and I must say that your content is GOLD! Excited for the free training :P

[vinniehechtofficial]

📞 Wanna hop on a FREE strategy call with me about your Sales Process?

[vibhavadhikari]

Hey Vincent, thanks for the amazing content! I have one question and would really like if you find the time to answer it. The question is, there are so many tricks and ways of selling and overcoming objections, but nowhere have I ever found how to deal with customers across geographies. When businesses are going international and the sales reps are cold calling people, what most reps miss is that the prospect is on the other side of the ocean who operates a different currency and the price of the product in hand is played by foreign exchange rates. This question is specifically related to the B2C industry.

[nutankumarkorukonda]

Hi Vincent .I want to dial to that number which u have given in freesales video .could u share me that