What to avoid when cold calling?

Guest post by: Alen Majer
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Cold Calling for Introverts: Words to Avoid - By Alen Majer

Cold calling - the nemesis of all sales people. It is the definition of rejection and can impact on the success of anyone who tries it. On the other hand, it can be a road to increased sales, meeting your quota and filling your downstream pipeline. If you are wondering what to avoid when cold calling, here are some hints.

The first thing to remember is that cold calling is a game of probabilities. You will get turned down by a large percentage of the people you call. What that means, however, is that you will succeed with some. And to increase the number of successes, you need to make more calls.

What to avoid when cold calling? The first thing to avoid is to ignore your potential customer. Draw them in - open them up. At the end of every statement, ask for their approval or observation. Get the potential customer into the repetition of approving every step that you take.

"Have I reached Mrs. Smith?" is a good opening line. And wait for them to respond.

Identify yourself and make them feel more comfortable. Ask if they can use your help. "My name is John Smith and I help homeowners keep their homes up to date. What are your problems with home maintenance?" And wait for their response.

Target the benefits of your product and not the features. "We keep your home warmer at a lower cost than any other product in the market. Would it be helpful to you to reduce your energy bills?"

As the conversation progresses, move to a closing committment. "We can show you our product in the safety of your home. Can we come by tomorrow at 3, or would it be better on Thursday at 5?". Let them choose or offer an alternate time.

Use "W" - open them with questions starting with a "W". Why, who, when, what are all questions that lead to a response. And follow with "Is that OK?". A stream of questions and answers will help you learn what to avoid when cold calling and will help you to increase the odds in your favor when you do.

As annoying as cold calling can be, it is a game of probabilities and the more you do it, the more sales you will make.

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Free PDF Download
Cold Calling for Introverts: Words to Avoid - 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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