Home > Cold Calling > I'm new and I want to become good. Any advice?

I'm new and I want to become good. Any advice?

Hi!

I recently took a job making cold calls to private citizens to try and convince them to attend a free presentation on personal finances. The only reason I took this job was because I saw it as a great challenge and an opportunity for me to grow as a person. I've gotten the idea that working in sales go hand in hand with developing a positive attitude and improving interpersonal skills. So far my co-workers as well as the posts I've read on this forum confirm that belief, so things are great in that regard.

I'd like to improve my general cold calling skills. What are some steps I can take? Any books to recommend? I've read a lot of popular success literature, some books about NLP as well as the book Influence - The Psychology of Persuasion. However, I haven't read anything specific to cold calling or even sales, really.

I'd also love to get some feedback on my script. This script was given to me by my boss and he's advised me to stick pretty close by it. I'm not very comfortable with it though and it doesn't seem to have what I've seen termed as a General Benefit Statement. This is a literal translation from Swedish so the flow will be a bit off, just so you know;

"Hi! My name is Unmedicated [using only first name] and I'm calling from mycompany. Is this xxx I'm speaking to?

So glad I managed to reach you! We're working together with the banks of our country and right now we're informing about upcoming changes to pensions and savings. This will be arranged in a meeting at (our address), if you know where that is?

[waiting for them to say yes]

Great. And right now we're arranging this meeting free of charge, so I was wondering if you'd prefer an appointment before lunch or in the afternoon?"

Most people never let me get to this point. I feel that the script does an insufficient job of getting them interested in our offer. What could be changed about the script to make people more interested?

Many thanks to anyone taking the time to read and respond! - by Unmedicated
Let's look at the first words out of your mouth right after the scripted salutation part:
"We're working together with the banks of our country..."
What does that mean? Exactly what work have you done so far with the banks of your country? Specifically. - by Gary A Boye
It's terribly vague, and honestly I don't have a lot of insight into that part of the business. I feel like it would be easier to convince people if I really knew what we did well and believed in it. However, even the top performer in my office tells me he doesn't know the specifics of the business in detail.

To answer your question, the specific work we're doing together with the banks is that we recommend various services and investment opportunities provided by different banks. Because we're unaffiliated with any of them, we can offer a more unbiased opinion than our potential clients could get by going to their banks directly. We earn our money through provision paid by the banks for directing business to them.

But the part about currently working together with the banks makes it sound like a huge co-operative effort, which I don't think it is. I don't feel too sincere when I'm saying it. - by Unmedicated
But the part about currently working together with the banks makes it sound like a huge co-operative effort, which I don't think it is. I don't feel too sincere when I'm saying it.
Unmedicated, we get hundreds of posts from anonymous new members working for anonymous companies that ask for help on the "script" they are using. This is particularly true in the threads on "cold calling."

Obviously it would be impossible for an advanced member here to create a script for you or your company because we know even less about your services than what you described as being your knowledge. If the brain trust in your company really cared about a proper strategy, they would have paid someone to create one.

You're on the right track when you revealed: "But the part about currently working together with the banks makes it sound like a huge co-operative effort, which I don't think it is. I don't feel too sincere when I'm saying it."

Selling is a thinking person's game, and you are demonstrating that with those words. You started this thread with this