The Impact of Voice Inflection on Effective Appointment Setting and Cold Calling.
Back on March 4th, I raised the issue of tone of our voice when making an appointment making call. Here are some thoughts on a related topic.
It takes more than a strong message to get someone to consider our request for an appointment on a cold call. Remember, our target’s immediate and natural tendency will be to start thinking about how to get us off the phone as soon as they realize that we’re selling something. That means they stop listening pretty quickly, so how do we increase the odds of getting them to hear what is important?
One way is through emphasizing the key points we want to make through the inflection we use in our voices. Here’s a tip we teach in The Formula™. When we write our scripts down on a piece of paper, we italicize and bold the key points we want to emphasize. Then when we start to memorize and practice them, we make sure our voices convey emphasis on the key points.
Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called The Prospector’s Academy™. It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations – the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process. We can be reached at 214 483-5800 or at barry@coldcalling101.com.
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