Cold Calling Prospects - Soft Skills Training

Rule of thumb for me is that if I can convey it with tonality instead of words, I go for it. So, how should YOU sound? Then read this article to find out what tonality to use when you are cold calling prospects?

Did you know that 55 percent of one-to-one communication occurs through facial expressions and body language, while another 38 percent comes from the way a person speaks? Only seven percent of “real” communication relates to the words one uses.

This subject deserves attention, because tonality is one of the most important things to focus on… as you cannot persuade using body language when you are cold calling prospects.

What does the tone of your voice sound like?

Does it reflect confidence? Strength? Assurance? Perhaps, your tonality reflects fear? Boredom? Immaturity? Be honest with yourself, do you need to work on your tonality?

Grab a close friend or co-worker, and ask their honest opinion. It is important to find someone who will give you just that. Listen to what they have to say. Take their criticism as constructive, to help you develop a voice that will get you where you want to be. Voice Inflection

When speaking and thinking about the key points you want to emphasize, make sure the inflection of your voice does just that.

Inflection alone can change the meaning of a sentence. I suggest acting as if you are calling a bookstore, to see if they have a book in stock.

Stay curious while you are on the line, and be personally interested in everything your prospect says – it even helps to geek out on their business. Along with maintaining curiosity, you should always be assertive instead of aggressive. Ask yourself, “Would I want to talk to me?”

What we can often overlook, is that we display our internal feelings and moods through our tonality when we speak.

With that being the case, you can listen to the way somebody says something, and notice how he or she is feeling at that particular moment in time.

Applying this to cold calling, if we are nervous, unhappy, or do not feel like making phone calls, it can likely be heard on the other end of the phone. This could establish a poor start to a cold call with a potential business partner.

On the other hand, if we are excited about what we are doing and thoroughly enjoy it, we also express those feelings through our voice

If one accepts the idea that the real aim of cold calling is to open dialogue, the focus quickly shifts to creating connections.

Over the phone, in order to convey empathy, honesty, and enthusiasm, you need to use these verbal tools:

Inflection
Pace
Modulation

Use the three tools mentioned above, the right way with the right words, and you will come across as more passionate… therefore you will be more convincing. The sales professional who masters verbal communication gains a real advantage.

One of the easiest ways to give off a positive impression during outbound sales prospecting call is to sound confident. Please remember that a high-pitched, emphatic tone suggests enthusiasm, while the right pace or cadence offers understanding.

A voice that rises and falls at the right times shows engagement and interest, while a monotone voice suggests boredom.

What Tonality to Use When You are Cold Calling Prospects? – Soft Skills Training

“Practice makes Perfect” could not be truer in the case of cold calling. Practice, practice, practice. The delivery of your message when training your voice is key.

Do not be afraid to rehearse a pitch, a proposal, or even a full phone call. You will not always have to do this, just long enough to where good delivery is natural, and you do it with confidence.

Try to learn as much as you can from each call that you make. While you are learning, you need to apply the same principles.

You should be constantly running experiments on how successful the different techniques you are using are, from call to call. Did I get a better response with this voice tone? Alternatively, that choice of wording?

Good cold callers develop their own techniques, which work for them. By continually practicing and improving your approach, you will be able to master your tonality when cold calling prospects.

See, let me clarify the above by telling you a super-short story about how I began my Soft Skills Training Company…

You see, about 10 years ago, I had a realization:

I was put on this planet to teach and to share the knowledge I have.

So with my 20+ years of experience in the field of sales + soft skills + customer service + management – and after looking closely into the Israeli marketplace, I decided to open a sales training company in Tel Aviv Israel.

I knew what I had to do and whom I wanted to target, so I started cold calling companies in Tel Aviv, Herzliya, Ramat Gan, Holon, Haifa, and Jerusalem – doing everything in my power to try to generate momentum in my business.

Great news! I was able to find my first few corporate clients!

Now during my soft skills and sales training workshops, I included my own personal life stories throughout.

Moreover, at the conclusion of my sales training workshops, via telling stories and teaching specific sales, communication and other soft skill techniques, two things would consistently happen:

Firstly, I receive feedback from managers / management that the training workshop provided massive value.

Secondly, one or two of the students in the course privately approach me to share their own personal experience, what they learned, and to thank me.

And here we are nearly 10 years later and I am happy to say that I have slowly but surely transitioned into a pure “Soft Skills Coach”.

And in addition, that I have been lucky enough to say that I have helped thousands of people, from over 25 countries to improve their communication, leadership, and persuasive capabilities!