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Opening a sales call: Enthusiasm and energy vs normal talking voice....Really need some opinions...

by Sonny Am
14 replies
Hi guys,

I had a question.

Is it better to start a cold call with some energy, dynamism and enthusiasm (obviously not too much) and keep an upbeat and engaging tone, or is it better to start a cold call at a normal conversational tone, relatively flat and direct.

The reason why I ask is because from reading literature on cold calling on selling two conflicting views emerge.

View 1 - Open and start a cold call with a normal conversational tone, to put the prospect at ease and make them realise you are not a salesman. Any enthusiasm will come off as fake, and will have the opposite effect.

View 2 - Start a call with some energy and dynamism, to lift the persons spirits, get them interested and engaged and show them that you are enthusiastic with something of value.

Id really appreciate some opinions on this......

Thank you ever so much in advance....
#call #energy #enthusiasm #normal #opening #opinions #sales #talking #voicereally
  • Profile picture of the author bluecoyotemedia
    I would always start with a normal calm assuring confidant like I know exactly what I am talking about voice.

    today's hype or excitement always raises flags to me.

    there is a sample call from a fellow warrior his name is cold call comando

    just like that

    and always speak to them in their language.. and if you can the better you know about your prospects market the better you can speak with them thus use metaphors that would be appropriate

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    • Profile picture of the author Liz Morgan
      Originally Posted by bluecoyotemedia View Post


      there is a sample call from a fellow warrior his name is cold call comando

      just like that
      I didn't like that call myself, it actually sounded too energetic/hyped and not very genuine in my opinion. The call was not very conversational, and the business owner's adversarial tone reflected that.

      Additionally, he didn't even answer the objection of why he wasn't on Yelp, just answered with more hype about how great his product was, etc. Lastly, he didn't seek to uncover the prospects needs either (which is a given being that he sells an off-the-shelf, door opener product, not true consulting services).

      I wouldn't use this as a good example call. Several others in the thread share my opinion.

      I suppose there are as many different prospecting dispositions as there are sales people though, so this is of course just my opinion. According to him, he did land the meeting and sale, so it was good enough I guess. Just not a very good prospecting method in my opinion.
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  • Profile picture of the author kenmichaels
    You will always get conflicting advice from different sales people.
    Its human nature, what works for one doesn't work for another.
    So what works for them, then becomes "the one and only way"

    You should always sound normal and casual at first.
    Dont try to build excitement with your voice until AFTER you qualify them.
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  • Profile picture of the author Jason Kanigan
    I have written several blog posts about enthusiasm and its effects in sales:

    Enthusiasm Is Your Enemy | kanigan.ca

    Enthusiastic or Genuine? | kanigan.ca

    Don't Get Fired Up: the Art and Science of Cold Calling | kanigan.ca
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  • Profile picture of the author Sonny Am
    Wow some really interesting responses here. Jason I had no idea you had written blog posts on the topic.

    I think my major conflict was. If I don't sound enthusiastic, I wont be able to grab and maintain the persons attention. As a calm and flat tone is generally more uninteresting to listen to than an enthusiastic one...

    For example. I recorded myself going through my sales opener, the first time in an enthusiastic tone and the second time in a more flat and confident tone. And to me the enthusiastic tone seemed to be more engaging.

    However, Im guessing the prospect may not see it that way....
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  • Profile picture of the author Rearden
    Or you face-to-face or over the phone?

    If you are face to face prospecting, there's more than voice tonality at play.

    Body language, how you dress, how you smell, eye contact, hand shake firmness, not to mention the introduction/question you pose... all make an impact.

    Just walk in, ask for the decision-maker, introduce yourself, where your from, and offer a handshake, and be prepared to tell them why you showed up.

    Bottom line? Just be yourself.
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    • Profile picture of the author Sonny Am
      Originally Posted by Rearden View Post

      Or you face-to-face or over the phone?

      If you are face to face prospecting, there's more than voice tonality at play.

      Body language, how you dress, how you smell, eye contact, hand shake firmness, not to mention the introduction/question you pose... all make an impact.

      Just walk in, ask for the decision-maker, introduce yourself, where your from, and offer a handshake, and be prepared to tell them why you showed up.

      Bottom line? Just be yourself.
      It's over the phone.

      Its been said that on the phone its 10 percent what you say and 90 percent how you say it.

      And its hard to hear how you sound to the prospect when your speaking to him/her, which is why I recorded by intro on my phone and played it back. And was struggling to decide whether a flat confident tone is better, or a more enthusiastic and upbeat tone.
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      • Profile picture of the author Claude Whitacre
        I absolutely would sound the same as if you are calling a friend. Do you call a friend and sound like you are at an Amway meeting? No.

        This isn't an opinion. It's based on decades of face to face selling. You want to sound like a customer. Customers don't sound enthusiastic when they call.

        If you sound louder than normal, or talk faster than a normal person, you set up the "Lizard brain" defenses.

        Me? I always sound like the last 100 people bought from me, and they are next. But confidence is different from enthusiasm.
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  • Profile picture of the author dave147
    A normal conversational tone works best for me
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  • Profile picture of the author Mwind076
    IMO - Normal conversation tone at first. Then you can mimick their enthusiasm (if they are a slow talker/calm don't be all "SUNDAY, SUNDAY, SUNDAY!"). If they are too down, you can try to lift them up a little bit.

    It's all just a matter of experience and learning how to handle each call. The more calls you make the better you will get at it, and it will become second nature.
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  • Profile picture of the author John Durham
    Just make 100 calls and figure out what tone works best for you. Its going to change from day to day, so anything we say wont matter ultimately. The best thing to do is get on and work it out.

    There is no one tone that is best. It's whatever works for you, it may take you a few calls to find your groove each day.

    You really dont need opinions, you need to get on and find your groove.

    -John
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    • Profile picture of the author Edk
      Start off conversational every time and gauge where to go from there. Everything depends on what you're getting back from the person you're talking to. Enthusiasm can work fantastically but I wouldn't start this way right off the bat/right out of the gate. Hope this helps.
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      • Profile picture of the author David Miller
        It's not about enthusiasm, it's about conviction.

        I believe the best way to approach a prospect is to be yourself. It doesn't matter if you approach someone on the phone, or in person. Nothing shows itself in a negative light more readily than a person trying to be something they are not.

        Having said that, I believe it's the role of the sales person to present his case with conviction, and if done well, it will create the necessary enthusiasm within the prospect to cause him to write a check.
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  • Profile picture of the author misterme
    A conversational tone ( as long as your conversational tone isn't like Ben Stein's) , with some voice modulation. Like a major network news anchor. They speak that way because it establishes trust. Radio DJ voices on the other hand immediately send the signal, "HYPE."
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