HELP...anyone done cold calling before???

[rush]

Just starting a sales job in real estate and the first 3 months
I have to cold call to get prospects... In Australia we dont have
the "no call" laws just yet... to be honest Im a bit nervous about
it... have any of you guys or girls done it and have any advice
on how to cope

thanks

 

[Fragadelic]

I'm sorry - I'm really not interested at this time

 

[TXM4DM4N]

The most important thing with cold calling is thick skin. Some people will be rude and you have to know it is not about you and keep a smiling voice for each call.

Best tip I could give is let the people you are calling be "in control". People like to be in control, For example: "Mr Bloke, did I catch you at a bad time?" this allows Mr Bloke to be the one who decides if the call should continue. "No, this is fine what can I help you with?" or "Yes, this is terrible timing I am late for a plane!!"

 

[Paulo]

Personally, I prefer the "Buy a fucking house right now or I'll eat your children!" approach. Straight to the point and effective.

 

[BO-DEN]

it sucks!!!

i hate sales over the phone

 

[sigweed]

watch boiler room!!

 

[ZKaudio]

hardest thing to do w/ cold calling is to establish trust... good luck with that lol

 

[audiophyle]

Best tip I could give is let the people you are calling be "in control". People like to be in control, For example: "Mr Bloke, did I catch you at a bad time?" this allows Mr Bloke to be the one who decides if the call should continue. "No, this is fine what can I help you with?" or "Yes, this is terrible timing I am late for a plane!!"

thats a good way to lose a sale. Being a good salesman requires an ability to project confidence and control a conversation without being pushy. You need to make the person want to talk to you. There are alot of ways to go about this, the easiest of which is just being overly friendly and enthusiastic without sounding like a used car salesman. This is a fine art and takes some practice. Another method (my fav when i was in sales) is to get quick with numbers. It's hard to argue with math, and if you can present your sale as the best deal and simultaneously make your potential client feel at ease with their decision , then your in. Take a statistics class to learn how to lie with numbers There are tons of other skills that come naturally with practice like knowing when a person is just flat uninterested and too stubborn to listen to your sale. There are a lot of people who are uninterested simply because you are cold calling and wouldn't buy what you had to say if you were giving it away. Thats your queue to end the call and move on. Unfortunately this group makes up about 50-60 percent of the people you'll call. Making sales is a numbers game, just keep calling until you find a winner. Then there are the ones that just need a little prying before they'll come around and open their wallet. These are the kind that ask a ton of questions. Again, practice is key to being able to answer them. You'll never be able to memorize an answer to every possible question so quick wits and good bullshit will help you get a sale out of this kind. Then, the best group of all, the stupid and overly naive, who will generally believe everything you tell them as long as you're nice and sound professional. You need to learn to recognise these kinds of people and play off their weeknesses because it's always an easy sale although they only make up around 1-2 percent of your calls. It's really not that hard, if you call enough people, you WILL eventually get a sale.

also, watch boiler room It's not necessary to be that ruthless to make good sales, but that will give you idea of how to be aggressive and answer oddball questions with style.