What are the key elements in effective communication as they apply to Cold Calling?
UCLA did a study on the components of effective communications a number of years ago. The result of that study was the following:
55% – Body language
38% – Tonality
07% – Content
On a Cold Call, we can’t read each other’s facial expressions or body language, so the biggest component left to us is tonality.
And what impacts that? It is how our passion comes through in our voice. Do we sound like we believe in what we’re selling? Do we sound confident? You’d be surprised how often people will agree to see us just because of how we said what we said, not what we said.
And how do we easily do that?
- Use a script that has been internalized
- Know how you’ll answer the most common questions suspects ask
- Know how we’re going to handle those ‘nos’ we’re going to hear
Preparing for these most common occurrences in cold calling will give us confidence and allow us to concentrate on how we come across on the phone.
May 10th, 2011 at 11:22 pm
[...] than what we actually say according to a UCLA study on effective communications. See blog called What are the key elements in effective communication. That’s not to say that what we say is not important at all. The key here, though, is for [...]