Cold Calling Techniques

Guest post by: Alen Majer
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How to Use Persuasion Techniques in Sales - By Alen Majer

Clammy hands? Blank mind? Have you become an expert at creative avoidance? No one actually looks forward to cold calling, yet it's a necessity for successful selling. Happily, there are some simple cold calling techniques you can use to become much more comfortable, move past your fear and enjoy the positive results you want.

These cold calling techniques can really help:

■ Acknowledge your anxiety. Even professional athletes psych themselves up, put on their game face and focus only on desired results.

■ Be prepared. Know exactly how each prospect can benefit from doing business with you, how your company and products can improve their operations or bottom line. Talk with current customers to learn how they've benefited to get ideas and examples.

■ Assume prospects are interested. Unless you're merely opening the phone book and blindly selecting numbers to call, you're making appropriate contacts. They just haven't met your company or products yet, so it's a teaching opportunity for you.

■ Anticipate objections. You can be a hero by helping resolve problems or allaying concerns about pricing, budget, timing, usage, etc.

■ Pretend you're speaking face-to-face.

■ Speak normally. Know the points you want to make, but let your personality show. People buy from other people, and they prefer to do business with people they like.

■ Stand up. Your voice will sound better and you'll be less tense.

Don't overdo it.

Set yourself up for success, by scheduling short cold calling sessions - say, ten calls or 15 minutes - and rewarding yourself after each session. Rewards should be something you really like, such as calling one of your best customers to check in, reading for a few minutes (limit the time) about sales tips or market trends, even tapping into a short podcast or video.

Short sessions and frequent rewards make cold calling manageable and focus on the positive, energizing you for your next round of calls. Get up and move around between sessions, too, because stretching improves blood flow to your body and your mind.

These cold calling techniques can improve your results. And remember, cold calling is not a goal. It's the first step in a winnowing process, so naturally you'll find some "chaff" along the way. But with every call, you're expanding awareness of your company's brand and products, and you've introduced yourself so you're no longer a complete stranger. You've planted a seed that might some day grow into a customer.

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How to Use Persuasion Techniques in Sales - By Alen Majer

About the Author: Alen Majer

RSS for Alen's articles - Visit Alen's website
ABOUT ALEN MAYER
I live, eat and breath sales and combine over 20 years of experience in international sales and business development with the persuasion, psychology and magic of NLP; by attending my training you're sure to enjoy your time receiving the most advanced sales knowledge available!

I am one of the Top 25 Sales Influencers for 2012, published author of 4 sales titles, Certified NLP Trainer, Autogenic Training Master Practitioner, and Certified Sales Professional.

As an introvert myself, I enjoy helping sales people who identify themselves as introverts to be successful in sales by conducting seminars on how to maximize introvert's sales potential.

I'LL SHOW YOU HOW TO:

- Connect with your clients instantly and build deep rapport
- Speak the language of your client's mind
- Detect the patterns your customers use to make decisions
- Discover your prospect's buying strategy in minutes
- Persuade on both conscious and unconscious levels
- Identify the difference between an excuse and real objection
- Turn objections into approval
- Get your prospects to close themselves.

INVITE ME TO TEACH:

- The secrets of connecting with your clients instantly and establishing rapport
- How to use your senses to grow your business
- How to sell to introverts/How to sell as an introvert
- How to use EEE^TM Representational System to speak the language of your client's mind
- How to detect the six patterns your customers use to make decisions
- How to uncover more needs, wants and desires by properly using Pull, Don't Push^TM principle
- How to use embedded commands in your presentation to influence your clients

Learn more tips by signing up for my weekly sales tips at www.weeklysalestips.tv.

Join "Sales Nation - Sales Experts Joining Together" - My LinkedIn Group.

Need a speaker for your group on advanced selling skills? Call Alen Mayer at (647)427-1588.

Visit: www.alenmayer.com for information on how to use NLP to grow your sales and how to sell to introverts.

Click here to visit Alen's website.

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