what if you could make an unlimited amount of money using your mobile phone
you can't be serious well you can believe me there is no better feeling in the world
than laying on the sofa in your pjs making calls and making money
but you've got to be able to sell right of course you do so let me teach you
now believe me when i first started sales i was useless and i mean useless at 20 years old
i jumped into my first sales role i was a cold caller and i had to make over 100 calls a day
to massive conglomerate companies selling them advertisement packages in an online magazine
and i had no sales experience whatsoever and i remember coming straight out of training
fresh and i would walk to the end of the office trembling with fear with my script in hand on
the phone sounding like a robot and i screwed up cool after call after call but at this moment in
my life i was in a lot of debt i was in about five thousand pounds left a doubt i needed to
get myself out of that and i knew the only thing standing in my way of getting out of that debt
was making calls on the phone and so i forced myself into an uncomfortable position and within
three months of joining my first ever sales role i was within the top three performers in the company
globally so today i'm gonna give you my top four tips on how to get better at selling on the phone
so you guys can make as much money as possible number one be casual yet confident let's be honest
the majority of people do not like receiving cold calls so the worst thing that we could do is sound
like a cold caller most people in sales sound like some over-the-top game show host right
they call up they're like hey sir how are you doing today can i speak to mr johnson please
no you can't speak to mr johnson who even are you what do you want right
the worst thing we could do is sound scripted it'd sound over the top and over infused let's
be cool let's be calm let's be collected let's speak to somebody as if we're speaking
to our friend and i always like to advise that to people who are getting started in cold calling
speak to this person like you already know them assume familiarity so when you call someone up
let's say the name is john smith instead of saying hey can i speak to mr smith or hey can you put me
through to john smith no you don't sound familiar who calls their friend and says hey can i call up
can i speak to mr or first name last name just doesn't work so hey can i speak to john please
hey can you put me through to john please hey how are you doing can you put me through to john
right done it's as simple as that let's pretend we are already familiar with that person and
whoever is picking up the phone the gatekeeper the receptionist whoever gets the phone first is
going to presume that you already know that person you have some kind of familiarity with them you're
going to get through to them and the same when we actually get through and speak to that person hey
john how are you doing right let's pretend it's like hang on do i know this person let me just
give this person a little bit of time before i shut them down and get them off the phone so
assume familiarity act calm and collected and be confident speak to somebody on a human level and
build a relationship with them how can you build a relationship with a robot that is just reading off
a script or is being over infused with energy that they're forcing right we need to be able to speak
to someone as if we are building a relationship with them on our day-to-day if we bumped into
someone on a night out we bumped into someone in the shop we're not gonna be like hey how are you
doing i wanna talk to you about this i'm gonna be like whoa you are really weird man calm down
so be calm number two every call is a win for some reason as human beings we perceive
no to be a negative thing and that certainly isn't the case in sales we want our prospects to say no
to us if they aren't interested in the product or service that we are offering them or if they just
don't want to speak to us because believe me the worst thing in sales is a counterfeit yes when
somebody says yes to you just to get you off the phone and then they never show up to your meeting
and you're following them up and wasting so much time with them i would rather that somebody hangs
up the phone at me and says do not call me again i am not interested then somebody says yes because
they don't have the confidence to say no we have to accept that every time somebody says no to us
it's a learning experience we can learn what we did wrong on that call and how we can adapt
ourselves next time around maybe we said something that pushed their buttons maybe we asked an over
sensitive question or sometimes we might just have spoke to someone that wasn't a suitable fit for us
but treat every call as a learning experience and every time you get a note from someone write down
the objection you had and write an answer for how you can overcome that objection next time around
now as a bonus tip here objections are something not to be feared objections are something to be
welcomed every time we get an objection it's an opportunity for us to sell to that person
for us to recondition the thoughts that they have within their mind and overcome any fears or doubts
that they have about our product or service so anytime you get an objection when you come off
the call make sure you write that objection down and write an answer next to it so next time you're
on a call you are prepared now over the course of a couple of days or a couple of weeks you're going
to have covered pretty much every objection that you could possibly possibly get when it comes to
your product or service that's going to make you a bulletproof seller on the phone number three
always use a script don't try and be a hero and wing it when you're first starting out in sales
it's probably not going to work out well for you a script is our way to guide a conversation so
we ultimately reach our goal whatever that goal is and if you don't have a script for your product or
service then go ahead and click the link around here after this video because i created a video
on how you can create a script for yourself but a script gives us security on our call and it allows
us to come back and align with our ultimate goal of making a sale now i'm not saying that
you should read off a piece of paper when you're on the phone in fact you're just going to sound
robotic and a little bit unnatural now of course you probably have to start off that way whilst you
learn that script but i would recommend everybody memorizing their script as quickly as possible
so you can just reel it off from the top of your mind and use it as a framework to follow now all
the best sales people would then adapt that script as they continue to sell based on the way people
react to the things that you are saying and you should always make sure to change the tonality of
a script to your way of speaking to your dialect because ultimately if you say things that would
not normally come out of your mouth it's probably going to sound unnatural to the other person on
the other end of the phone so change it to your tonality and your way of speaking now i remember
in my sales job this is the biggest leverage point that i had in that first cold calling center
i was walking around with this script and everybody in the office was doing it i just
copied what everybody else was doing they all walk around with their scripts they're reading
off it they're waiting for somebody to say the counter line that has already written down in
front of them so they can give them the counter statement and that's all they did day in day out
now very early on i felt trapped by this piece of paper i did have no freedom of expression
i was walking around holding this just reading off it i had no freedom of thought and so i went
home and i started memorizing this script as if i was memorizing a drama script in school i started
reading off it line by line paragraph by paragraph until i can memorize it and reel it off without
the need of the paper whatsoever and what that allowed me to do is unlock my freedom of thought
when i started speaking to people i was allowed to think more spontaneously because i wasn't
visually looking at words on a piece of paper and over time i completely adapted the script until
i had something that was completely bespoke to me following the same framework that i was initially
given and that is what enabled me to build up to such a high position in these companies and to
make so much commission in my early days of sales so get a script write it down memorize it and
then adapt it to yourself and finally number four set appointments properly now for the majority of
sales based environments i wouldn't recommend you trying to sell to someone on their first
conversation with you you're not really going to have enough rapport it's probably not going to
work well for you and you're going to be under prepared and so i would recommend you setting a
meeting with that person and doing it properly when you arrange a time to speak to somebody
set an actual time and then after your call send them over an email with a calendar invite
so you're sure they actually turn up you can then proceed to send them an email on the morning of
that meeting or send them a text message just to remind them that they have a meeting with you that
day so you can increase your show up rates now an area where many salespeople screw up it's in
the follow up sometimes we just won't be able to close somebody when we pitch them and so we need
to follow them up to try and squeeze and yes or a no from them but the worst thing we can do in
this environment is just leave it completely open because we're going to be spending time following
this person up until we get an answer from them so we need to set a meeting so what about if we
do a routine follow-up call we speak to somebody and they say they haven't got time for us let's
do a bit of role play hey steve it's jordan how you doing hey jordan i'm good but i'm busy can
you call back yeah no worries when jimmy's called back well i'm actually busy all this week so just
call me sometime next week um next week's actually pretty busy for me but i can probably do monday or
wednesday when works for you uh wednesday just call me anytime on wednesday on wednesday i can
do the morning but maybe i can probably do the early afternoon as well when do you want to do
let's go for the morning cool so wednesday at 10 a.m sound good sweet jordan i'll speak
to you then okay perfect steve i'll send you a calendar invite now done cool that person needed
guiding into that conversation right there's some reason why steve hadn't said no to me we're not
pressurizing someone into having a meeting if they haven't said no to us there is a reason
why there's something in their brain saying hey i probably need to long this person out and see
what they have to say so i'm sharing some kind of interest in their product or service so we need to
set a meeting so we're not wasting our time with that kind of a person on trying to follow them up
because they're kind of interested they're kind of not interested so we need to set a time to sit
them down and figure out where their brain space is at with our product or our service so that's
it make sure you set appointments correctly and send that calendar invite so they actually turn up
and give them some kind of a follow-up on the day so you have reminded them so use those four tips
and i guarantee you will get better at selling on the phone you will make more money with your
calling efforts now if you want to learn about other outreach strategies other than
cold calling click link in the description and watch our outreach video if you want to learn
how to build a lead list of people to actually call up and reach out to and sell to then watch
our lead generation video as well sweet that's it for me i'll see you all soon cheers guys