The DNA of a Successful Cold Caller

I was asked recently what qualities are common among the most successful telemarketers…..especially those that excel at cold calling. The art of cold calling is just that, an art, a craft and not everyone is cut out for it.

Anyone is capable of picking up a phone and making a call. And, you’ll find that if they make enough dials something is almost surely going to fall into their lap. But, that can get very expensive and can leave a lot of potential sales opportunities on the table.

We have all known that one rep on a team that seems to be head and shoulders above their peers and it’s not always the most professional, most organized or most eloquent. In a lot of cases, you can scratch you head and wonder why they are successful when they seem like the quirkiest person in the group.

A common factor that I find comes into play with these individuals is attitude. Not everyone is born with the luxury of being in a great mood all the time - that’s right, you’re not the only one! I’ve heard a lot of different methods that work for people whether it’s something they do to prepare for their day or a tactic they use for mid day attitude adjustments. The CEO of a company I worked for years ago told me he liked to turn up his car stereo as loud as his speakers could take a listen to “I Believe I Can Fly “ by R. Kelly on his way in to work. He’s the CEO of a very successful company so if it worked for him….. I tried it and realized I’m much more a rock and roll guy. If you find yourself in an emotional rut mid day? Try taking a short walk. A little exercise is a great way ground yourself.

A lot of top performers can roll with the punches of the day unfazed. They are realistic about their opportunities. There is no fear of failure and therefore the consequences are less severe. Your prospects and gatekeepers can really pick up on the subtle confidence this conveys. However, if you encounter someone who is rude because it’s not a convenient time to talk, they’re having a bad day, you remind them of someone they don’t like or they detest sales calls in general….chalk it up, relax and look forward to the next call. It’s gonna happen to the best of us so don’t sweat it.

The final attribute the best cold callers seem to have in common is that they tend to be extremely skilled listeners. “Let me learn what you need” rather than showing you what I know!” The old saying goes “a guy who buys a drill isn’t interested in a drill, he’s interested in a hole” The better you are at listening the more effective you are in identifying the problem this prospect wants to solve and helping them get to the bottom of it. From there they will decide to do business with you on their terms if they trust and like you.

These are just a few of my thoughts on the subject and I’d love to hear yours.
What qualities have you observed in your top performers that set them apart from the rest?
Chris Carson