Cold calling can be challenging due to the fact that each person we call and each conversation we have is unique. There are some things we can do to better prepare for the calls that we make, but at the end of the day we never know how the call is going to go. With that being the case, one way to improve results when cold calling for sales is to implement a step of reflection after each call.
After a cold call ends, it can be very productive to stop for a minute to reflect on how the call went in an attempt to identify what could have done better. While there are many different scenarios that we can come across, they do tend to often reoccur. With that being the case, if we can consciously reflect on what happened and what we could have done better in each scenario, then we may be able to improve the way we handle different situations on future calls.
Many of the cold calls that we make end on the prospect’s terms by them delivering some sort of objection to us. Examples of common objections that the prospect could try to use to end the call are that they are not available, they are not interested, they do not need anything, etc. When cold calling for sales, it can be helpful to reflect on the objections that you just received and try to explore what response you could have delivered that may have helped you to keep the call going.
Taking reflection one step further, as we identify objections and think about the best responses for them, we could begin to compile those findings into a central document to create an objections map. An objections map is a document that lists out all of the common objections that you are likely to receive while making cold calls with the best responses that can be delivered.
Improving Information Collection
Knowledge is power and with that being the case, the more information you are able to gather from your prospects, the more powerful you will be. When cold calling for sales, we may have a brief opportunity to ask questions and gather customer information. By reflecting after a call ends, we can look back to see if our questions and discussion were as productive as they could have been. We may have had our initial questions prepared in a cold call script, but were our follow-up questions as powerful as they could have been?
Reflection after cold calling for sales can also provide an opportunity to reflect on the information discussed to finalize and document any notes. We may have made some brief short-hand notes while on the call and the active step of reflection will help to get us in the habit of fully listing out all the details discussed. This is the best time to perform this task as that is when the information is most fresh in our heads.