You Make The Calls

Voice Lessons

Fine-tune your cold calls with the following tips:

  • Use the words "you" and "yours" rather than "me" and "my company." This shows prospects you're interested in their needs, not what you can sell them.
  • Practice with a tape recorder. It's a great way to catch unwanted "you knows" and other distracting phrases.
  • If you tend to ramble, use a timer. It will limit your conversation and keep you on track so you cover the necessary points without losing your prospects' attention.
  • Put a mirror next to your phone and smile when you make calls. Let your enthusiasm for your product or service and what you can do for your prospects come through over the phone.

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This article was originally published in the April 1998 print edition of Entrepreneur with the headline: You Make The Calls.

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