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Cold Calling and Talking your way into money ----->
A thread:
A thread:
First and Foremost I want to start off by saying I believe when it comes to cold calling or type of outbound sales call. Knowing how to talk to people is a skill and a art. Even in real estate wholesalers, realtors, loan officers, and etc you must know how to talk to people
So I'm creating this thread in hope that it can help whoever is reading this with their ability to connect and do business with potential prospects. So lets get started
1. First and foremost lets start with the mentality required to be a killer on the phones. The biggest problem that people have with phone sales is the fact that they're scared to pick up the phone in the first place. People must understand that closed mouths do not get fed
2. So here's a tip for you guys whenever you may have to get on the phone and you feel your nerves are getting the best of you. Envision yourself on a vacation somewhere or driving that nice ass car that you've always wanted. A potential reward for you getting that deal/ sale
3. Make sure you remind yourself that you will make that goal/ dream happen and that ABSOLUTELY NOTHING will get in the way of you making that goal happen especially your fear of the phone or rejection.
4. Understand and accept that there will be rejection. You won't sell or get everybody and that's okay. Even the best closers do not get everybody its all a numbers game!! The more people you talk to the more likely you will be able to get a yes.
5. Also understand that the worst thing the person on the other side of the phone can do is say NO in a million different ways whether they cuss you out or hang up in your face. LEAVE THE EMOTIONS OUT OF IT you gotta understand that one YES can completely change the direction of-
6. - your life. You're digging through dirt to find gold that's all. Before you begin your next call here's what I want you to do I want to stand up walk around whatever space you're in take a deep breath. Put a smile on your face and repeat 5 things you're grateful for.
7. We're going to trick your mind into being a positive mindset. One thing you never ever want to do is begin a sales call in negative mindset. You will have lost the sale before you even dialed the number. This is big but now lets take a dive into the call
8. So one thing my sales people know about me. Whenever I'm on a sales call I'm playing mental chess with the prospect/ homeowner. I always make it seem like they're in control even though I'm structuring my words and tonality to guide them in the direction I want them to go.
9. However before I get into that I want people to understand that you must know who you're talking to.
The training that I do with my salespeople is that we go over the 4 different personality types that a majority of people fall under.
The training that I do with my salespeople is that we go over the 4 different personality types that a majority of people fall under.
10. My go to example of this is using the DISC chart it is essential that you identify the type of personality you're talking. My team will see my tone change in the first 30 seconds of the call once I identify the person's personality here's an example of the chart
11.The reason why this is important to know and I go over extensively is that I'm a firm believer that 99% of humans are predictable and once you understand that many people may respond to you one way there is another group of people who don't respond well to your way of speaking
12. Lets breakdown the personalities and how to respond to them.
D's those are your assertive, dominant people, they come across as assholes most of the time but in all actuality they just value their time. Most of the time these people will answer phone in a unfriendly manner.
D's those are your assertive, dominant people, they come across as assholes most of the time but in all actuality they just value their time. Most of the time these people will answer phone in a unfriendly manner.
They'll answer the phone in ways such as "What do you want?" "Yeah this is _____" "Make this quick I don't have much time". Understand that's just their personality, one thing you do not want to do as the caller is become timid or intimated. However what you should do is this
14. After you making you initial introduction which I recommend "Hey ______ I caught you at a bad time didn't I" We call this going negative. We use it to get the prospect to say no which Establishes a sense of control for them at the call.
15. "Hey ___ I'm sorry to bother and I''m not here to waste your time" Boom now we let the prospect know we value their time. That's just one tip for Dealing a D type personality. Now moving on to the I's
16. I's my favorite type of people the influencers , outgoing, very friendly, life of the party type of people. These are the people who like to talk. The best way to win these type of people over is to let them do what they do best which is talk! Match their energy
17. Another tip with these type of people you don't want to be as direct with them as you would with somebody who's a D you want to definitely make sure you are actively listening and making sure they feel heard when talking to you. That's the best way to gain their trust
18. Now moving on to the C's a lot of people have trouble with these type of prospects as well. These are your calculated, conscious, organized and logical people. Typical they're your Engineers, Analysts, IT, and tech people. They're the type to ask as many questions as possible
19. The trick to acknowledge their questions and to be as knowledgeable as possible about your particular product or industry you're in and to always respect their intelligence but do not let them Control the conversation. Answer their questions in the best way possible
20.Then respond with "That's was/ a great I'm actually glad you asked that but if you don't mind me asking what makes you ask?" This is you responding in non hostile way, while respecting their intelligence and re-establishing control of the call. Which is the most important part
21. Being able to answer their questions and maintain control will establish credibility between you and your prospect and will make them want to do business with you potentially. However now we're moving on to the S's
22. S's are the special type of personality types these are your Steady, supportive, laid back, and chill personality types. They DO NOT respond well to high pressure tactics, they do not respond to being pressured, the best way to connect with these type of people
23. Is to match their energy on the phone but also lead in a higher tonality, maintain a sense of being genuine with them, these type of personalities are slow to trust so focus on building that part with them. However once you establish that trust they will 100% do business
24. Now we got past the introduction of personality types lets taking a deeper dive into the call. With the beginning, the biggest thing to know when you're on the phones is that HOW you say something is more important than what you say.
25. When calling a prospect you have 5 seconds to make a good impression on the prospect. I also recommend address the prospect by their first name unless you can tell their elderly for example "Hey John how are you doing?" In an slightly upbeat manner with a smile on your face.
26. They can sense energy through the phone and me personally I believe it establishes better form of rapport when you take it away from a sales call and making it seem as if its more on a friendly basis. People do business with people they like and trust. Make yourself likable
27. Make sure to match their energy on the phone if they're a slow speaker slow down your talking, If they're a loud person match that energy as well, that is the easiest and fastest way to establish rapport. You always maintain control of the conversation w/ Questions
28. Ask them friendly questions/ ice breakers, like how's the weather where they're at, how's their day been so far, and etc however that depends on the personality type as well if they're a D keep those questions to minimum, and get to the point.
29. Now I could go on about talking to people all day, however I'm going to spare you guys all the reading I hope these tips will go on to help many of you. Be sure to click the link in my bio and sign up for my weekly newsletter and friendly tips.
30. That's everything however I will hosting a free zoom call tomorrow going more in depth on cold calling, all those who sign up for our email list will receive the link later tonight. Hope you guys enjoyed this thread :)
