8 Great Phone Sales Tips for Productive Cold Calls

8 Great Phone Sales Tips for Productive Cold Calls8 Great Phone Sales Tips for Productive Cold CallsSales is a numbers game. The more potential clients you reach, the more sale youre likely to make, but this doesnt mean you can ignore quality in favor of quantity. As you get better at cold calling, you may find that you have to make fewer calls to get enough appointments to meet your sales quota or even to exceed it. Here are some phone sales tips to help you refine the art. 01Get Their Attention in 15 Seconds or LessJustin Sullivan/Getty Images News/Getty ImagesFifteen seconds thats how long you have before your prospect realizes that this is just another lousy sales call. If they dont actually hang up on you, this is where they stop listening. Maybe theyve still got the phone to their ear, but their dog has just stolen their kids favorite toy and youre the last thing on their mind.Your opening statementshould grab their attention and give them a reason to keep listening. It shoul d make them think, OK, I can buy another toy later. I want to hear this.02Create ExcitementThink yourself into this mindset You have a fantastic product that will greatly improve your customers lives. Youre about to give the person on the other end of the line a huge gift by telling them about this wonderful product. Make sure that energy and enthusiasm come across in your tone of voice, but dont overdo it. Sounding like a carnival hawker can turn them off. Aim for conversational, like youre sharing a great tip with your best friend over coffee.03Mirror the ProspectPeople are most comfortable dealing with other people who are just like them. Jot down a few words or phrases that your prospect uses as youre talking. Now work them into your pitch. Yes, this involves a bit of multi-tasking, but it will be worth it. Try to match your potential customers volume, speed, and theirtone of voice as well, but not to the point of caricature. If you cross that line, you become insulting. Sale lo st.04Close Every Prospect As a last resort, ask for a better time to call back. Its possible that you really did call at the exact moment that Labrador took off with the persons kids Frisbee. They know theyre in for a miserable night if they dont get it back. This moves you into thelast place on their to-do list. If you dont get the chance to make your phone pitch, try to find out when you can call again, or better yet meet with them in person to make a full presentation.Ending the CallClose every single call, even if the prospect seems completely uninterested. Dont just hang up. Wish the prospect a good day. You really have nothing to lose and a lot to gain. They might be more receptive to your call if you decide to make contact again.