I Tracked 1,000+ Sales Calls. Here's What I Learned.

Trusting your gut is great, but you know what’s even better? Data. Research. Working from a position of knowledge.

That’s why I built my business around research. I never wanted to become that sales trainer/consultant who says, “Here’s what you should do, and I know this because it worked for me.” Instead, I have talked to hundreds of customers, and tracked 1,000+ calls over the years.

Here are a few things I learned:

👉 The first 15 seconds are crucial. Practice how you’ll start. The more you talk, the more likely they will say they’re busy. Instead, start with, “Hi, this is Katie calling from X. Are you swamped?” Then STOP TALKING!!
👉 Most people don’t pick up the phone on the first try. Keep trying.
👉There’s nothing more effective than the phone for getting appointments and that first discovery call. Use it and watch your appointments and activity sky-rocket.

Sometimes after I share this information, people will ask what to do if they’re in an industry where people work from home so it’s harder to get ahold of them. That’s fair and does create more complications. Keep in mind you can still call people at home. Everyone still has a phone. You’ll just need to get more creative with finding phone numbers. You’ll also need to sharpen your email skills. You might have to get their attention initially from an email rather than a phone call. It’s more complicated and requires persistence, but it can be done. And if you’re lucky enough to be in an industry where there is still a switchboard and central location, USE IT!!

If you’re like me and crave data, you can read lots more in my book.

What are your thoughts? Share with me in the comments!

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