How can you use consistency to gain commitment during a cold call?

2 How to establish consistency?

To use consistency effectively, you need to establish it early and often in your cold call. You can do this by asking questions that elicit positive responses from your prospects, such as confirming their name, their role, their company, their industry, or their challenges. These questions help you to build rapport, qualify your prospects, and create a sense of agreement and trust. They also set the stage for more important questions later on, such as asking for permission to continue the conversation, to share your value proposition, or to schedule a follow-up call.

4 How to avoid inconsistency?

While consistency is a powerful tool for persuasion, it can also backfire if you are not careful. You need to avoid inconsistency in your cold calling, which can damage your credibility, trust, and rapport with your prospects. You can do this by being honest, transparent, and respectful in your communication. Do not exaggerate, lie, or manipulate your prospects. Do not make promises that you cannot keep or offer solutions that do not match their needs. Do not pressure or rush your prospects into making a decision. Do not contradict yourself or change your tone or message depending on the situation.

5 How to handle inconsistency?

Sometimes, despite your best efforts, you may encounter inconsistency in your cold calling. This can happen when your prospects change their mind, give conflicting answers, or express doubts or objections. How can you handle these situations and still gain commitment? You can do this by using techniques such as reframing, probing, empathizing, or resolving. Reframing is when you restate or rephrase your prospect's answer in a more positive or favorable way. Probing is when you ask open-ended questions to understand the root cause or the real concern behind your prospect's answer. Empathizing is when you acknowledge and validate your prospect's feelings and emotions. Resolving is when you provide evidence, testimonials, or guarantees to overcome your prospect's doubts or objections.

6 How to measure consistency?

Consistency is not only a principle, but also a skill that you can improve and measure. You can do this by tracking and analyzing your cold calling performance, such as your conversion rate, your average call duration, your number of follow-up calls, or your customer satisfaction. You can also ask for feedback from your prospects, your peers, or your managers. You can use tools such as call recording, call scoring, or call coaching to review and evaluate your consistency. You can also set goals and action plans to enhance your consistency and achieve better results.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?