You’ve got your notepad, your headset, your coffee, your computer. And you’re ready to start cold calling leads — or are you? Effective pipeline management is about more than just having the right tools because your sales attitude is everything when your prospect answers the phone.
To be successful with your prospecting calls you need the right mindset. A mindset that is developed over time with good habits. The right habits will do amazing things for your sales growth. Here are eight habits to start practice now.
1. Be Prepared
Your performance under pressure is the average of all your work up to that point. If your preparation is lacking, your performance will not be your best. So prepare. Know your script, understand your products, be prepared for sales objections, and be ready to sell when you pick up the phone.
2. Be a Problem Solver
Your sales prospects want help with a problem, not a product. The product solution they buy to solve their problem is of lesser concern from their perspective. Make a habit of consultative sales so that it becomes second nature to you. Always be on the lookout for how you can help your prospects solve pressing problems, identify hidden problems, and find more peace of mind.
3. Listen Actively
You can only solve the problem if you’re listening to your prospect when they mention it. One of the most important habits on the list, active listening is the skill that will help you close more sales, win more referrals, and grow a bigger business. The reason listening does so much for you, of course, is that it’s hard. Many people don’t listen well. Work to create a good listening habit and you will be far above the competition.
4. Be a Storyteller
Many people don’t recall details well, but they do remember compelling stories. When you describe product features, benefits, add-on coverage, and other sales details, use storytelling whenever possible. Prospects will remember how a particular feature or product helped another customer long after your call is over. Because of this, you can more easily pick up where you left off when you speak to them again.
5. Follow Through on Promises
Follow through on what you promise prospective customers and don’t make a promise you aren’t sure you can keep. It takes practice to learn the habit of making only promises you can honor. Many fall into the bad habit of telling the customer what he wants to hear, rather than what he needs to hear.
6. Engage With Prospects Online
Social media continues to be a huge, largely untapped opportunity for sales professionals. People looking for solutions ask open questions for advice on Twitter, seek out businesses on Facebook, and consider solutions on LinkedIn. A habit of engaging with potential and current customers on these platforms about their needs is always a positive. Make time to build a presence and develop a reputation for being responsive and helpful.
7. Be Open to New Tech
Your auto dialer, CMS, social media and marketing tools make it possible to work aged leads effectively. But every few years, new technology emerges, prospects flock to new online social channels, and makers of tools you already use come out with new updates. Make it a habit to stay on top of technological innovation and to try out new pieces when you think they will help grow your sales. You’ll save more time with automation innovation that you can then spend speaking to prospects.
8. Be Passionate
Passion, positivity, enthusiasm — whatever you call it, selling will come so much easier if you can master this good habit. People want to talk to people who are positive. People are more likely to believe their problems can be solved when solutions are discussed positively. People often find enthusiasm contagious. If you can practice a positive mindset, and bring passion to your sales calls, you will be able to reap the rewards.
Practice having good cold calling habits with a supply of high-quality aged leads from The Aged Lead Store. You’ll find thousands of sortable aged leads, ready to boost your sales, whether your business is auto, life, health, or home insurance, mortgage refinance, or solar installation.