Make Fewer Cold Calls and Get Better Results
Make Fewer Cold Calls and Get Better Results
But there’s a new way to make cold calling as pleasant and relaxed as picking up the phone and talking to a friend. Just follow these steps, and your cold calls can become an enjoyable part of your day.
1. Rip Up Your Sales Script and Start a Conversation
If you’ve been selling for a while, you’ve probably used a sales script. Perhaps using a script is the only way you know to start a cold call.
But people can almost always tell when you're reading from a script, even if you think you’re pretty good at it. There's just nothing personal about it, and people pick up on that.
A script isn’t a conversation. It’s a linear process designed to move the other person toward a sale. You’re not having a real dialogue when you’re using a script. So nothing is “real” about the whole encounter.
A conversation, on the other hand, is a living, breathing relationship. You’re two real people, talking normally and naturally.
So when you’re just being yourself, the other person’s walls can come down. Because you’re not coming at them with one-way sales strategy. So your cold calls typically last longer. You’ll make fewer calls, and have better results.
2. From “Dreaded Salesperson” to Trusted Advisor
The old cold calling strategies teach you to polarize the roles of buyer and seller. You’re trying to coax “prospects” into buying your product. You’re not thinking about their world – their budget, problems, or time constraints. You’ve been taught to think about the sale.
Well, suppose you were to focus instead on the things that matter to the other person. For example, their problems. What if you were to become a problem solver?
That’s exactly the place you want to be when making your cold calls. Imagine approaching someone with the idea of finding out whether you can help solve a problem. Imagine the kind of attitude this would convey to the other person.
You’re no longer trying to persuade. You’re not even thinking about the sale. You’re thinking about whether you can help someone solve a problem. You’re relaxed, comfortable, and authentic.
When you make your cold calls this way, you’ll find that others will engage you more. And you’ll also be able to really enjoy what you’re doing.
3. Gain the Respect You Deserve – Stop Pushing and Chasing
The old-school sales gurus teach the essentially the same approach. “Focus on closing the sale. Keep pushing forward. Overcome objections. Your job is to turn every no into a yes.”
Persuading and coaxing has always been considered a normal and necessary part of cold calling. But it’s rooted in a kind of macho selling image. If you don't keep pushing, it means you're giving up. So you keep trying to move things forward, and you keep “chasing” with follow-up calls.
Even when your focus is on solving a problem for the other person, you can be coaxing and cajoling. But if you do this, how can you become the trusted advisor I spoke about earlier?
It’s really simple. Just let go of your attachment to the sale. When you do this, you can relax into being the professional that you are.
When you stop focusing on getting the sale, you can become a trusted resource. You’re no longer chasing, pushing, and cajoling. You’re helping. And that makes a world of difference in how people respond to you.
Follow these guidelines, and cold calling can become surprisingly enjoyable. You’ll find yourself spending much more time with each person. You’ll also see more positive results, whether or not a sale unfolds. Others will tend to respond to you more graciously. And your whole cold calling experience can become a pleasant one.
To your success,
Make Fewer Cold Calls and Get Better Results - To learn more about this author, visit Ari Galper's Website.
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Cold calling, the old way, has to be the most painful form of sales work you can experience. There’s a lot of rejection, fear, and deflated hopes.
But there’s a new way to make cold calling as pleasant and relaxed as picking up the phone and talking to a friend. Just follow these steps, and your cold calls can become an enjoyable part of your day.
1. Rip Up Your Sales Script and Start a Conversation
If you’ve been selling for a while, you’ve probably used a sales script. Perhaps using a script is the only way you know to start a cold call.
But people can almost always tell when you're reading from a script, even if you think you’re pretty good at it. There's just nothing personal about it, and people pick up on that.
A script isn’t a conversation. It’s a linear process designed to move the other person toward a sale. You’re not having a real dialogue when you’re using a script. So nothing is “real” about the whole encounter.
A conversation, on the other hand, is a living, breathing relationship. You’re two real people, talking normally and naturally.
So when you’re just being yourself, the other person’s walls can come down. Because you’re not coming at them with one-way sales strategy. So your cold calls typically last longer. You’ll make fewer calls, and have better results.
2. From “Dreaded Salesperson” to Trusted Advisor
The old cold calling strategies teach you to polarize the roles of buyer and seller. You’re trying to coax “prospects” into buying your product. You’re not thinking about their world – their budget, problems, or time constraints. You’ve been taught to think about the sale.
Well, suppose you were to focus instead on the things that matter to the other person. For example, their problems. What if you were to become a problem solver?
That’s exactly the place you want to be when making your cold calls. Imagine approaching someone with the idea of finding out whether you can help solve a problem. Imagine the kind of attitude this would convey to the other person.
You’re no longer trying to persuade. You’re not even thinking about the sale. You’re thinking about whether you can help someone solve a problem. You’re relaxed, comfortable, and authentic.
When you make your cold calls this way, you’ll find that others will engage you more. And you’ll also be able to really enjoy what you’re doing.
3. Gain the Respect You Deserve – Stop Pushing and Chasing
The old-school sales gurus teach the essentially the same approach. “Focus on closing the sale. Keep pushing forward. Overcome objections. Your job is to turn every no into a yes.”
Persuading and coaxing has always been considered a normal and necessary part of cold calling. But it’s rooted in a kind of macho selling image. If you don't keep pushing, it means you're giving up. So you keep trying to move things forward, and you keep “chasing” with follow-up calls.
Even when your focus is on solving a problem for the other person, you can be coaxing and cajoling. But if you do this, how can you become the trusted advisor I spoke about earlier?
It’s really simple. Just let go of your attachment to the sale. When you do this, you can relax into being the professional that you are.
When you stop focusing on getting the sale, you can become a trusted resource. You’re no longer chasing, pushing, and cajoling. You’re helping. And that makes a world of difference in how people respond to you.
Follow these guidelines, and cold calling can become surprisingly enjoyable. You’ll find yourself spending much more time with each person. You’ll also see more positive results, whether or not a sale unfolds. Others will tend to respond to you more graciously. And your whole cold calling experience can become a pleasant one.
To your success,
Make Fewer Cold Calls and Get Better Results - To learn more about this author, visit Ari Galper'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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Casey GollanCasey Gollan, Business Coaching & Mentoring Programs. Add $1 Million to $10 Million in the next 1 to 3 years. Since 1996 Casey has to added hundreds of millions of dollars to businesses. Watch a free video see client results Business Coaching website. - Visit Casey Gollan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan'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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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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