Written by Sean McPheat |
After years of on-the-job training, and tens of thousands of cold calls, you have finally arrived.
You are a pro.
You are able to pick up the telephone and make appointments seemingly at will.
However, do not get too comfortable, because even at your level, there are some major mistakes you must avoid.
Below are the three most common mistakes the best of the best make.
Failing To Listen & Making Assumptions
There comes a time when you know exactly what almost every prospect is going to say.
You know every possible objection and you know how to handle each. You often cover the objections well before they arise.
It is easy to begin to assume that you know what the prospect is going to say before they actually say it.
While you may be correct 80% or even 90% of the time, there are still those that you misjudge.
In addition to assuming incorrectly, even when you are right, you will tend to cut the prospect off, sometimes in mid sentence.
You must remain open minded and listen to every response completely.
Having All The Answers Too Quickly
Following along the above mistake, always being right and having all the answers at the tip of your tongue is a mistake.
Prospects will often object simply because they feel you left them no objection.
They feel you are too prepared and they have no control.
Though you must maintain control, the prospect needs to feel as if they are in control.
Being Too Comfortable
Beginners and under-trained cold callers make the mistake of sounding too rehearsed and tense.
However, the experienced can often sound too relaxed.
You need to sound natural, and unrehearsed, but you must be careful to maintain a professional tone.
It is easy to be so comfortable that your calls become too casual and even amateurish.
When you become the best of the best, remember that there are a new set of obstacles to overcome.
Originally published: 19 March, 2018