Cold Call Training

Effective Listening “Cold Call Training”
1. Clear all distractions
a. Set aside time for warm, cold, and client calls
b. Close office door
c. Post a sign
d. Have calendar handy and internet access to make a series of uninterrupted calls

2. Pay attention to the details
a. 100% attention to every thing the prospect says at that moment
i. Listen for fact or statements
ii. Record my impression and feedback what you heard
iii. Don't think ahead or think behind, focus
iv. Clarify and feed it back

3. Notes, write down important ideas
a. Circle key words after the conversation

4. Paraphrase what the speaker is saying in your mind
-“If I understand what you're saying is…” or
-“Help me understand…”
-“Let me make sure I understand…” or
-“Let me make sure I heard you…”

5. Listen for opportunities
a. Clues
b. Needs of the prospect, not what I want to sell

6. Write down questions beforehand
a. How, what, where, when, why and how. and “Please tell me about”
b. Open-ended questions to gain information
c. Closed-ended questions to acknowledge what you heard
d. Gain agreement for action
e. Don't use the word “Can”, “Can I ….?” Only to get the answer, No you can't

7. Refrain from speaking while the other person is talking

8. Listen for emotional undertones in the speaker's voice. (refer to point 4)

9. Let them finish asking their question

10. Clarify and gainagreement.
a. Repeat important phrases

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