Membership Overview
Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
NASP Programs
Catalog
See a summary of all our programs and certifications
Online Certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Online Programs
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Sales 101
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
ProSeries Programs
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Sales Mastery
Join our ongoing dynamic virtual coaching community
Career Center
Explore job postings from some of the best companies in the country looking for sales professionals
Training Resources
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Coaches Corner
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
Sales Resources
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
Articles
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Testimonials
Common Questions and Answers
Contact
by Samir Motwani
Cold calling is one of the oldest and most widely-used methods of increasing sales for any company. Despite its image of being an ineffective and time-consuming marketing activity, a lot of companies successfully leverage cold calling to drive sales.
But what is it that these companies do to increase Sales using cold calling? They use smart tips and tricks to improve the effectiveness of their calls.
Following are a few tips to improve the effectiveness of your cold calls to increase sales:
This is one technique that all sales executives swear by. Asking relevant questions gives your prospective customers a chance to speak more, engaging them in the conversation.
If you keep talking without giving the other person a chance to speak, then they will most probably get annoyed and hang up. Asking questions is a great way to keep your prospects engaged involved in the conversation.
According to research conducted by Gong Labs, asking 11-14 questions during a sales call results in the highest success rates.
Image via Gong Labs
Instead of just pitching your product or service, you should first discuss the consumer’s problems and how your product/service can help them resolve them. This is another effective technique to pique prospective customers’ interest and get them engaged in the conversation.
According to the study mentioned above, sales representatives who discuss 3-4 customer problems during their calls see 81%-85% success rates.
So, the next time you make a cold call, try to ask the consumer to describe their problems and then provide solutions for those problems.
Pitch your products in a way that fits naturally into the conversation, helping customers understand how your products or services can solve their problems.
This was just a sneak-peak of the numerous techniques out there that can help you increase your sales using cold calling. To learn more such techniques, check out the Infographic below.
About the author
