From the course: Cold Calling: The First Seven Seconds

Don’t be timid

From the course: Cold Calling: The First Seven Seconds

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Don’t be timid

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- We start with the most important part, your tone, A person's tone is something that's quite hard to quantify and something robots wouldn't be able to distinguish. However we, as humans, are very acute to it. It's a simple technique used by police, politicians, teachers, parents, successful business people, even dog owners in the park, or anyone trying to command authority. It's simply the way we hold ourselves vocally. We make our voice slightly deeper, we speak slightly clearer and we project our voice forward. What this does is command authority and put the person with the right tone in charge. So what you don't want to do in your first seven seconds is be timid and weak. To call and say, "Hello, um, Mr. Prospect, "I, um, wanted to talk to you about, "if you wouldn't mind our products, do you have time?" It won't grab your prospect's attention. You won't make them feel, this is a person that can help me remove my problems and improve my business. You'll make them feel that you're a time-waster and you're getting in the way of doing those exact things. Particularly if you're selling to business leaders and the C-suite, their time is very finite and they can't afford to waste a second of it unless it's spent adding value. Imagine you're walking down the street quickly in a rush to catch a train, and someone comes up to you and says, "Um, sorry, excuse me, could I, um, ask a favor? "Would you mind," you're just going to say, "Sorry, no," and keep walking 'cause you're in a rush. This is how prospects with looming deadlines and back-to-back meetings feel when they're cold called and the person is timid, slow, or shy. They simply don't have time for it. So next we'll be looking at how you can use your tone to command, respect and authority with your prospect. A salesperson should be a consultant telling you the right answer, not a quiet and shy person hoping there'll be picked randomly and asked if they know the right answer. So, we'll also look at the fine line between arrogance and being respected next because that is a very fine line.

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