Smile And Dial RIP

Written by Sean McPheat | Linkedin thumb

Making a cold callDo you make cold calls?

Were you taught to be happy when making them and smile on the telephone?

Well, the days of looking into a mirror when on the telephone is over! Many old outdated sales techniques and trainings used to go on and on about smiling when on the telephone so you sound enthusiastic and happy.

Let me tell you why you should tone down the enthusiasm when making cold calls.

When your prospect answers the phone and they hear a happy, jovial, enthusiastic person on the other end, they know it’s a sales call and their barriers will go up immediately.

When making your calls you should talk like a real person. I’m not saying that you should not be enthusiastic all through out your call. There is a time and a place for this – normally when talking about your product and service. But you should not be overly energetic when your prospect hasn’t even heard what you want to talk about!

And please, please, please DON’T SOUND SCRIPTED!

I had a call transferred through to me from my credit card company wanting to sell me anti-fraud cover yesterday and the guy should read out a script. I never got a word in!

Happy Selling and lose the Smile and Dial!


Sean McPheat

Sean McPheat
Managing Director

MTD Sales Training

450 sales questions free report

Originally published: 22 September, 2007

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