Freight Brokers the only way to succeed in this industry is to cold call.

Freight Brokers the only way to succeed in this industry is to cold call. Being able to cold call confidently, professionally and effectively will not only open up more potential business for you it will also allow you to feel more in control of your own destiny and much more empowered. Here are my top 10 tips for cold calling success…

1. Know Your Opening Statement.

The individuals I train the more important I know this is. I have made and listened to tens of thousands of calls. The biggest problem by far is lack of client engagement. This can be down to several factors but by far the most significant is a failure to plan and prepare a decent opening statement.

An opening statement needs an introduction, a hook (what’s in it for client) and a bridge to your questions or your close. Without these it’s impotent. Make sure that the benefits you offer are a) really benefits and b) relevant to the person you are speaking to and not just you! +

2. GET INTO THE RIGHT STATE OF MIND AND EXPECT SUCCESS.

Unmotivated people do not make good salespeople. Let’s face it, who would buy off someone who didn’t appear to believe it themselves.

Attitude and mindset are infectious. Clients know within seconds whether you are congruent with your message or not. I once did a verbal survey with my clients asking them why they bought from me in the first place. The overwhelming (and surprise at the time) answer was, " It felt like the right thing to do! "
Expecting success is a crucial part of your success.

3. KNOW WHY YOU NEED TO DO THIS.

On a day to day basis, most of us forget WHY we are doing certain things. We find ourselves cold calling because we have to or because we are told to. If you want to make change in your cold calling habits then it is going to require some commitment, some focus and some persistence. The best way of leveraging these attributes from your self is to ask yourself, “Why is cold calling important to me? What does it do for me? How does it link to my goals and my dreams? "

When coaching individual sales people on teams I can usually tell who will act and who will not and it’s usually down to whether the individual has a need or a want or not. Holding yourself to a higher standard is hard if you have no reason to so spend some time and work our why cold calling is important to you right now.




4. PRACTICE DELIVERY.

When I listen to sales calls, I am frequently shocked by the message within the message. On the phone, the personal element is missing and this means that the message consists only of the words and how you say them. While the words are vitally important the way you say them will be directly linked to your success or ultimate failure.

Having listened to thousands of calls, I can honestly say that the message behind the message for most calls is … “I’m bored, tired and putting in the numbers and you’re probably going to say no anyway!” Would you buy from someone was saying this to you?
Get someone you trust to listen to your calls and give you feedback on pace, pitch and tone. What message are you sending out?

5. PLAN RELEVANT QUESTIONS.

Questions and client interaction are paramount for selling. Most salespeople think that they are good at questioning. Most are wrong. Planning and preparing good questions is something that all salespeople should do regularly.

Example would be.
“Have you ever had any difficulties…? " or " How do you currently…? "

6. HAVE YOUR SUPPORT TOOLS READY.

Part of being professional is being prepared. When you get on the phone you need your diary, notes, paper and pens to hand.

Expect success, work out what support tools you need to be successful, and make sure that they are at hand.

7. STAY FOCUSED.
A recent survey studying work habits suggested that the average worker actually works for less than 3 hours in an average working day. This seems quite high to me! Most people seem to find so many extraneous and irrelevant tasks to do that it’s a wonder they ever get anything done. To be a sales superstar you need to work out what activities bring you success and then set aside time to do them.

Work out your ratios and then work out how many calls you need to make to achieve your personal goals. Once you’ve done that get on and do it. Most salespeople actually spend too much time “on the phone " … the problem is that they’re not focused enough when they are on the phone. Try turning off your mobile, diverting all calls and asking not to be disturbed. Get yourself energized and prepared and then make 60 minutes worth of top quality, proactive calls. You’ll be amazed by how much you can achieve in an hour!



8. SET CLEAR OBJECTIVE GOALS.
Many salespeople make calls without any objectives or goals. This is a complete waste of time. You need to plan and prepare for all proactive sales sessions. Pre-decide on your activities and how you are going to measure them. Set realistic objectives and targets and stick to them. Only this way will you be able to improve and grow.

9. DON’T PUT YOUR PHONE DOWN.
Whether cold or warm calling, it’s important that you keep the energy flowing when you are making proactive calls. It’s too easy to get distracted, start doing something else or take ever increasing breaks between each call.
One very effective way of achieving shorter break time and therefore more proactive energy is to not put the telephone down between calls. Not only does this work but you also save on the psychological energy of having to pick the phone up again every call!! I also recommend that wearing a headset increases the work rate of nearly all telephone sales people.

10. MASTER YOUR PHYSIOLOGY.
Your physiology is the way you use your body… your posture, movement, facial expressions and breathing. Changing your physiology changes your state. If you were to walk into a room full of salespeople on the phone you would instantly know if they were " up for it " or not by the way they were sitting, moving, talking and so on.

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