Voice
A good selling voice is key when
making cold calls. You don't
want to sound like you don't
know what you're talking about,
but you also want to seem
friendly and approachable.
Record yourself doing a sample
call, and replay to hear how
approachable you sound on tape.
This is the best way to measure
your voice since most people
cannot accurately hear the way
their voice sounds. Record
yourself a few times, making
sure you sound upbeat.
Experiment with smiling while
talking to see how this raises
the tone of your voice and makes
you seem friendlier.
Speak Clearly
Do not rush through your sales
pitch. People are not going to
be inclined to purchase a
product or donate to your
company if they can't hear what
you're saying the first time.
Make sure your speed is slow,
but not so slow that it is
condescending.
Get to the Point
Keep your phone calls
short---under four minutes. Cut
to the chase within the first 45
seconds of the call. Most people
are not willing to spend more
than five minutes on the phone
with a telesales agent.
Be Prepared for Rejection
People will hang up on you or
sometimes yell at you---these
are hazards of the trade. Some
people feel that telesales calls
invade their privacy. Others
will not be interested in
investing time or money with
your organization or product.
Expect rude remarks and
hang-ups. Their rude attitude is
their problem and not yours.
Brush it off, and use all your
energy on your next sale.
Write a Script
Come up with a script for your
calls. You don't need to read it
word for word, but knowing what
you will say prevents "ums" and
long silences. A script to refer
to will help you feel more
relaxed. Structure each call
similarly so you're able to find
a flow.
Let Them Talk
If the person on the other end
has something to say, listen. At
various intervals, let him know
you are listening by saying
things like "Yes," "mm-hmm" and
"I understand." Always use a
person's name when making a call
to give a more personal touch,
especially if he is a regular
subscriber or donor to your
organization.
Source: Anna Scanlon link