Make Cold Calls More Successful- Stop Focusing on the Sale
Make Cold Calls More Successful- Stop Focusing on the Sale
What would you think if I told you to surrender your sales agenda entirely? The new sales mindset actually does just that. It brings cold calling out of the dark ages where you’re going into battle almost as soon as you dial the phone. It lets you get rid of “pitches” and “strategies” and “closing techniques.” And instead, you can become a real person again.
Defuse Tension and Start Communicating
Why does this new cold calling approach work so well? You see, when you’re not aggressive about making a sale, then others don’t tense up as soon as they hear your voice presenting a sales pitch that puts pressure on them.
Old traditional cold calling techniques try to coax people into buying something. I don’t know about you, but when I feel pressure, my immediate response is to resist. So it just makes sense that your prospects feel a similar resistance.
Whenever you make a cold call while holding a sales agenda in your mind, you’re triggering this resistance, no matter how low-key you try to present yourself.
Presumption Kills Trust
The key behind this new cold calling approach is to not to have any sales assumptions at all. Don’t assume that you can help this person with your product, because you don’t know their issues yet. You don’t know their budget or their needs in any way. When you’re not presuming anything, others feel that’s safe to talk with you in an open, honest way.
So if you don’t have “making the sale” as your goal in cold calling, then what replaces it? Well, your goal is really to overcome the other person’s fear of you and build trust. That’s the goal of the conversation, because you’re battling the negative stereotype held around most sales calls. You’re not battling anything else.
Enjoy Helping Others
The less focused on the sale you are, the more natural you can be. And the more you’re able to convey that you’re genuinely honest and are not calling to make a sale that would improve your gain, but to help the other person.
So the conversation is completely focused on the prospects’ world and the problems they may be looking to solve. If someone asks, “What are you selling?” the answer really
is, “Nothing. I’m not here to sell you anything because I don’t know if I can help you in any way. I’m only calling to find out if you have any issues tied to improving
the sales performance of your company.”
By adopting this approach, you’ll be able to enjoy your job again. For the first time, you’ll see other benefits to cold calling besides the actual idea of closing the sale. Once you begin to enjoy the idea of conversing and building trust with people, you’ll have a whole new frame of reference.
As the idea of making the sale becomes less important, you’ll feel more comfortable cold calling because you'll be helping people. So in a way, it’s almost like the sale itself is anticlimactic. We, as people, enjoy other people. As we help them, we get amazing feedback like, “Thank you for helping us with our solution.” And perhaps for the first time, you’ll find yourself really enjoying your work again.
Make Cold Calls More Successful Stop Focusing on the Sale - To learn more about this author, visit Ari Galper's Website.
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All the sales gurus have been teaching for years that you must be enthusiastic and aggressive in cold calling tactics. You’ve been trained to focus on the sale and move cold calling conversations toward a sales conclusion.
What would you think if I told you to surrender your sales agenda entirely? The new sales mindset actually does just that. It brings cold calling out of the dark ages where you’re going into battle almost as soon as you dial the phone. It lets you get rid of “pitches” and “strategies” and “closing techniques.” And instead, you can become a real person again.
Defuse Tension and Start Communicating
Why does this new cold calling approach work so well? You see, when you’re not aggressive about making a sale, then others don’t tense up as soon as they hear your voice presenting a sales pitch that puts pressure on them.
Old traditional cold calling techniques try to coax people into buying something. I don’t know about you, but when I feel pressure, my immediate response is to resist. So it just makes sense that your prospects feel a similar resistance.
Whenever you make a cold call while holding a sales agenda in your mind, you’re triggering this resistance, no matter how low-key you try to present yourself.
Presumption Kills Trust
The key behind this new cold calling approach is to not to have any sales assumptions at all. Don’t assume that you can help this person with your product, because you don’t know their issues yet. You don’t know their budget or their needs in any way. When you’re not presuming anything, others feel that’s safe to talk with you in an open, honest way.
So if you don’t have “making the sale” as your goal in cold calling, then what replaces it? Well, your goal is really to overcome the other person’s fear of you and build trust. That’s the goal of the conversation, because you’re battling the negative stereotype held around most sales calls. You’re not battling anything else.
Enjoy Helping Others
The less focused on the sale you are, the more natural you can be. And the more you’re able to convey that you’re genuinely honest and are not calling to make a sale that would improve your gain, but to help the other person.
So the conversation is completely focused on the prospects’ world and the problems they may be looking to solve. If someone asks, “What are you selling?” the answer really
is, “Nothing. I’m not here to sell you anything because I don’t know if I can help you in any way. I’m only calling to find out if you have any issues tied to improving
the sales performance of your company.”
By adopting this approach, you’ll be able to enjoy your job again. For the first time, you’ll see other benefits to cold calling besides the actual idea of closing the sale. Once you begin to enjoy the idea of conversing and building trust with people, you’ll have a whole new frame of reference.
As the idea of making the sale becomes less important, you’ll feel more comfortable cold calling because you'll be helping people. So in a way, it’s almost like the sale itself is anticlimactic. We, as people, enjoy other people. As we help them, we get amazing feedback like, “Thank you for helping us with our solution.” And perhaps for the first time, you’ll find yourself really enjoying your work again.
Make Cold Calls More Successful Stop Focusing on the Sale - To learn more about this author, visit Ari Galper's Website.
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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New Cold Calling and Sales Approach - Cold calling and sales guru and EvanCarmichael.com expert Ari Galper explains how the Unlock The Game sales approach can provide you with a framework for how to create trust over the phone when you are cold calling.
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