Conversational Selling Jennifer Standish: What do Hollywood Actors and Cold Callers have in Common?
About Jennifer Standish: Jennifer Standish is the author of Permission Granted: Live Your Life Full of Joy and Peace, a book in which she shares 91 self-limiting beliefs that, as a result of being raised by a narcissistic mother and an enabling father, she learned growing up and realized as an adult that she needed to change to be happy. She is also the Founder and President of Give Yourself Permission, which helps women create new rules for their lives, so they can overcome limiting attitudes that prevent them from achieving career success and finding happiness. Before becoming a transformational coach, she founded Prospecting Works, a successful business that assists salespeople in overcoming cold-call reluctance. Check out the latest episode of our Conversational Selling podcast to learn more about Jennifer.
In this episode, Nancy and Jennifer discuss the following:
- Cold Calling: why people hate making and receiving cold calls.
- Being a step ahead in the conversation weaponed with a script.
- Jennifer’s authentic warm and fuzzy approach to cold calling.
- How mental discipline helps overcome NO and move forward to Yes.
- Why people drift from the best practices to where they are most comfortable?
- How you say is sometimes more important than What you say.
- Start your conversation with honesty and it’ll reward you with an appointment.
- Tips on contacting C-suite executives and remaining confident.
Key Takeaways:
- If you're calling the right people and have a great delivery and a reasonable script they're going to take your call and you’re going to get an appointment.
- You must believe in what you're calling about to your core, and you must believe that you're helping people.
- NO is not a forever NO. Moreover, it is never personal.
- Cold calling can actually be fun, and you can enjoy it!
"Let's look at it like it's a Hollywood script. Actors are memorizing scripts and they memorize them to the degree that when they speak to them, it sounds authentic. That's what you need to do. You maintain control of the conversation because over time it becomes very predictable what people are going to say. Stick to the same script. Don't reinvent it every single call. Say the same thing over and over again. And you'll be able to predict what people say in response, and then you'll be able to then craft your responses accordingly. So, it really makes your life so much easier if you know what you're going to say ahead of time." – JENNIFER
"Your delivery I think is 80% of it. If you're confident and you believe in what you're saying, even with a mediocre script, you're still going to schedule appointments. You have somebody with a very weak delivery and an amazing script, that person's not going to have any success because, in cold calling, our voice communicates so much more than the words that we're saying. And so, when you don't have a face and you don't have facial inspections and body language, all those little nuances in somebody's voice become incredibly important. And so, people follow confidence." – JENNIFER
“So be confident in what you're communicating and realize that you're really only selling the meeting. You're not selling a $3 million insurance policy, right? You're just selling the meeting. You're just asking for an introduction. And if you approach this with confidence, I mean, young, eager people, whether you're a financial advisor or you're a commercial insurance or whatever, where age might be seen as an advantage. You know, people still follow confidence and people will work with a young producer who's eager in building a book because they know they're going to get outstanding client service. So, I say, call, ask for the appointment. It's an introductory call. You're not asking them to like hand you a ton of money. You're just asking for time.” – JENNIFER
Connect with Jennifer Standish:
- LinkedIn: https://www.linkedin.com/in/jenniferstandish/
- Give Yourself Permission: https://www.jenniferstandish.com/
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