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How To Use Your Right Brain When You Cold Call

Written by: Ari Galper

Article Overview: Unlock the power of your right brain for cold calling success!

How To Use Your Right Brain When You Cold Call

Do you struggle with the process of cold calling? For many of us, it’s a grueling experience. That’s because we try to carry on a conversation from a rigid, linear place. We’re trying to follow a strategy or a script. Thus, when it comes to having a relaxed and enjoyable cold calling conversation, it just doesn’t work very well.

Our “right brain” is very different from step-by-step, logical, linear processes. It’s organic and intuitive. The right brain is all about things like speech and relationships.

So why do we turn off this very skilled part of ourselves when we’re doing exactly that in cold calling -- having conversations and engaging in some kind of relationship with a fellow human? Well, we’ve been trained out of it. We’ve lost the normal flow of our intuitive, right brain abilities in cold calling. We’ve swapped it for sales scripts and strategies, opening and closing “lines.”

In some ways, you could say that we’ve become less human in our cold calling. All the intuitive elements have been taken out of the cold calling process. We’re focused on the sale, not on the person. We’re reading a script rather than really talking. We’re making a pitch, not listening.

Doesn’t this sound kind of like a game to you? Make a pitch, counter objections, and offer a closing line -- all with the intention of acquiring a sale. This is why most of us associate cold calling with the worst of what selling is all about. It’s the “going to war” concept. You put on your armor and play a mind-and-word game with someone you’ve never met.

On the other hand, what if we engaged the power of our right brain to bring us out of that place into real person-to-person contact? What would happen? Well, the first thing is that you would relax. Your right brain is more interested in the experience than in the goal. You would find yourself less rigid and less tense. Your cold calling speaking voice will have less of that telltale “salesperson” tone. You’ll feel more normal, speak more easily, and let a conversation move at its own pace and focus.

When you do this, others respond to you more naturally because they won’t feel chased. Many people really do genuinely enjoy the opportunity for pleasant connection, whether interested in buying or not.

Here are six keys to adjusting your mindset to tap into the power of your right brain when cold calling:

1. The right brain is interested in process, not outcomes.

Before you make a cold call, make sure your focus isn’t on making the sale. That’s the goal. Putting all of your focus on a goal sabotages your enjoyment of the process itself. Therefore, think to yourself, “My goal is not to make the sale but to create a conversation based on how I can help the other person.”

2. The right brain is intuitive, not calculating or manipulative

When you’re making your cold call, avoid changing whom you are in order to secure the sale. Be your everyday relaxed self -- as if you’re calling a friend. There’s no need to be “on stage” or artificially enthusiastic.

The right brain is genuine, normal, relaxed, and decidedly non-artificial. This is a great way to be when talking with potential clients. People know when you’re being genuine and when you’re not. Thus, they always respond much more positively to someone who’s being “real.”

3. The right brain is flexible rather than linear

Throw out your linear sales script and strategies. Generate a spontaneous conversation based on the problems you can help the other person solve. Allow your cold calling conversations to “breathe.” Allow the topic to wander a bit from time to time.

4. The right brain sees things holistically

View the person you’re calling as another person, not a “prospect.” Let go of the “buyer-seller” mentality. You are not wanting to “get” a sale from somebody. Your focus is on the bigger picture, which includes the wellbeing of your prospect as well as yourself.

5. The right brain is open-ended, not rigid

Don’t worry about driving the cold calling conversation forward. Instead, open your call with a statement that focuses on a problem you can solve and invites a response like, “What do you mean?” or “Tell me more.”

When you start tapping into the power of your right brain while cold calling, you’ll start to have fun. You’ll be amazed at how people respond to you. What’s more, at the end of the day you won’t be burned out. You’ll be energized and truly happy.

This is the power of your right brain.

To your success,

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Article Tags: armor, cold calling, conversations, elements, fellow human, going to war, grueling experience, intention, linear processes, normal flow, objections, person to person, pitch, real person, relationships, right brain, sales scripts, salesperson, struggle, word game



Related Forum Posts
Re: Cold Calling - Cold calling is an extremely difficult job to do and unless one learns that being told no by people is not a direct refusal aimed at the cold caller but at whatever is being sold, it can be very soul destroying work to do. One needs to have absolute confidence in themselves and a pretty thick skin. MichelleJ
I answer my phone - when I worked in the Call Center we had to say "Good XXXXXX, Andy speaking, How may I help you?" imagine saying that over and over again. It kind of sticks with you. It's been a few years now but I've kicked off "How may I help you?" part.
Cold Calling - Cold calling is tough, but it is possible. Its a shame that your employer doesn't seem to be giving you any help. I would suggest that you learn everything about the products you're trying to sell to the retailers. It wouldn't hurt to have them close at hand while you're on the phone with a potential buyer. Learn what is great about the items. What do they offer the consumer? Why should the retailer carry them? Who would be most likely to buy the items? Once you know these answers, learn about the companies you are calling. Its hard to tell a retailer that your product is something they need - if you don't know anything about their business and/or the customers. If they have a website that would be a great place to research. Shri
Re: How to develop sales contacts? - Everyone has the right idea here. Depending on your business, there are different techniques that you could use. For consultants and sales heavy businesses, there are three tactics that I have found especially useful in my business: 1. Attend Networking Events 2. Cold Calling 3. Referral Program 4. Affiliate Program (most successful) The affiliate program was successful for me, as I hooked up with a franchise consultant, and he gave multiple unit businesses that needed my credit card processing services. I highly suggest you hook up with a sales partner, and give him a cut of the monthly revenue.
Re: Direct Mail Postcards - Post cards would be really expensive to send from Japan...but one way to advertise that is not expensive from overseas is by Cold Calling using cheap VoIP equipment. I know Japan has a really good internet connection, so as long as you are willing to stay up late, it might be an option. I cold call from Thailand far, far away from any city using a CDMA wireless internet connection and have had pretty good results. I find tho, that cold calling works best for business 2 business (b2b), rather than b2c products. --matt


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