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The Cold Calling Voice – How To Create A Confident Voice That Sells!

In 1967, communication researcher Albert Mehrabian, found that 93% of our communication is non-verbal (body language and the tone of your voice) and only 7% of our communication is verbal (the actual spoken word). What does this mean when you are cold calling and speaking with sales prospects? This means that you need to consciously place more emphasis on how you sound over the telephone. What’s the best advice to improve your voice? How do you create a voice that sells?

Below are four practical ideas that you can use to improve your voice over the telephone:

1. Cold Calling Takes Practice

The more cold calls that you make, the more polished you will become at the delivery of your message. Try to learn as much as you can from each call that you make. During this learning process, you need to apply the same marketing principles that great marketers use on a daily basis. These principles are called testing. You need to constantly be testing new sales openers, sales questions, voicemail messages and responses to objections. If you are constantly applying these principles during your cold calls you will soon notice that you have more confidence in your delivery. Confidence plays a key role in the sound of your voice.

2. Knowing Your Product and Knowing Your Sales Prospect

How well do you really know your product and/or service? How much do you really know about your prospect’s industry? It’s amazing how much information plays in the sound of your voice. Sir Francis Bacon, an English philosopher in the 16th Century, once said, “Knowledge is Power.” And he’s right! But, in this case, the power is in the confidence of your voice. So, if you want to improve your voice just learn more about what your selling, learn more about your industry, your competitors and learn more about your prospect before you even pick up the telephone!

3. The Power of The Pause

Pausing on the telephone is powerful. When you make a conscious effort to pause after someone’s name, after a key point and after certain questions then your intentional pause when timed correctly creates opportunities for your prospect to respond to your words by using their own mental images, their own feelings and thoughts. Pausing helps to inspire curiosity, it provides emphasis on what you are saying, it creates impact and finally, pausing can create an aura of importance. This means that when you pause, your action shows that you are really listening to your prospect. In this case, the focus is not so much on what you are saying and how you are saying it, but rather, the focus is on what you are not saying.

4. Create An Energy Of Enthusiasm

There is nothing more powerful than a positive attitude. A positive attitude is like an energy force. A positive attitude is magnetic. A positive attitude allows you to create an aura of success over the telephone. A positive attitude is the one secret that all successful people have in common that others who are not successful can’t seem to figure out. Either you have a positive attitude, want it, don’t have it or you just don’t want it. Which category are you?

Copyright 2007 MR. COLD CALL SEMINARS – All rights reserved.

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