Feedback Form
Home Features Mastermind Forums About Advertise Blog Network Contact Be An Author

The 3 Cold Calling Phrases That Get Results

The 3 Cold Calling Phrases That Get Results

Three rejection-busters that reflect a new cold calling attitude

How can we possibly avoid rejection and still stay “real” while cold calling? Well, the truth is that the more genuine we are, the less likely we are to be rejected.

Once you understand why cold calling is so difficult, and you start to shift your mental view of the cold call, then you can move from thoughts to actual language that’s in alignment with this new way of thinking.

This new language will help you to cold call without triggering feelings of sales pressure that will lead prospects to reject you.

Here are three key phrases I’ve discovered that, when used sincerely, turn cold calls into relaxed conversations.

1. “Maybe you can help me out for a moment?”

When you place a call and hear "Hello?," consider replying by saying in a very relaxed, casual tone of voice, "Hi, my name is, and maybe you can help me out for a second?"

Remember, there's no trust between the two of you yet, so it’s important for you to sound -- and be -- relaxed and low-key.

This may sound a bit awkward, but hopefully you can be open to trying something new. The point is that when you ask the someone for help, it’s not a sales "technique" -- it's the literal truth.

After you say, "Maybe you can help me out for a second?," the person you called will almost always respond by saying, "Sure. How can I help you?" Why? Because our normal human reaction when someone asks us for help is to offer it.

Eventually, you'll find that asking, "Maybe you can help me out for a second?" feels easy and relaxed because you're humanizing your call by being your genuine self. You're not
using the canned phrases that every other salesperson that day has used.

Most importantly, this simple exchange helps you to create a two-way dialogue with the person you've called. How different that feels from the standard one-way pitch, "Hi! My name is...I’m from...We do..."

Try making the mental transition to this new mindset by asking for help, and see whether your calls don't start feeling easier and more relaxed. This one simple question opens the door to conversation rather than closing it.

2. “I’m just calling to see if you’d be open”

Now you're probably wondering, “What do I say next?" It’s simple: Make what you say next about the person you’ve called, not about you -- and make it specific and compelling
to them.

Don’t go into a pitch the way you would if you were operating out of the traditional sales mindset. Try to keep in mind that who you are and what you have to offer are irrelevant at this moment. All that matters is the person you've called and the issues or problems they may be having that, down the road, the two of you may decide you can help solve.

Your next step is to focus on a problem that you believe the other person might have. This wording is crucial, because you’re simply asking them whether they’re open-minded about considering something new that might help to solve the problem.

At this point, you might be tempted to slip back into the traditional sales mindset and launch into a mini-presentation about the services you offer. That would be premature at
this stage of your conversation. You still don't know enough about the person you're speaking with and his or her problem to offer your solution.

3. “Where do you think we should go from here?”

Let’s say that you succeed in fully adopting this new mindset as it relates to cold calling. You focus your initial conversation on a specific problem or issue that you know from your own experience affects people in that business or industry. The initial call turns into a positive and friendly conversation. It moves in such a positive direction that you both feel there may be a match.

And at the point, you may start slipping back into the traditional sales mindset. You may start thinking about a potential sale.

And this may lead you to start making statements that your prospect will construe as an attempt to "close." For example, you may start pressing, however subtly, for an appointment or a follow-up call, which implies that you're anxious to move things forward so you can make the sale.

The problem is that any such pressure on your part may lead your prospect to retreat and reject you.

Instead, at the moment when you feel as if the conversation is coming to a natural conclusion, you can simply say, "Well, where do you think we should go from here?"

This question reassures prospects that you're not using the conversation to fulfill your own hidden agenda. Rather, you're giving them the "space" to begin to decide if they trust you. You're not leading them down the path to a sale -- you're letting them
create their own path.





The 3 Cold Calling Phrases That Get Results - To learn more about this author, visit Ari Galper's Website.

Like this article? Share it with your friends

Article Feedback
 Article Feedback No article feedback found.
  Leave Your Feedback
article feedback

Article Feedback
Casey Gollan
Casey 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

Leanne Hoagland-Smith
Are 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

Kim Castle
With 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

John Brennan
John 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


To learn more about the Evan Elite Author Program please contact us.

About The Author


Ari Galper
(Visit Ari's Website) Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don't know. To receive your 10 free audio mini-lessons visit http://www.UnlockTheGame.com.

Ari Galper is a Platinum author on EvanCarmichael.com
About The Author

View Author Blog
View Author Blog

View Author Video
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.
View Author Video

Free Downloads


Ari Galper's

Complete
List Of
Sales
Articles

Name
Email
If you enjoyed this article, get Ari Galper's Complete List of Sales Articles For FREE!

More Ari Galper
7 Cold Calling Secrets Even the Sales Gurus Dont Know
Dead Silence From Your Prospect The Worst Sound Of All
7 Ways To Sell and Retain Your Integrity
Trust is Better than Selling in Cold Calling
How to Cold Call without a Script
How to Cold Call with Integrity
How to Get a Call Back From Your Cold Calls
Why Trying To Get The Appoinment Can Be a Recipe for DisAppointment
Why Inbound Calls Are Really Cold Calls
Throw Out Your Selling Language Unlock Your Natural Voice
Free Downloads


 
 
 


Evan Elite Authors
John Power  
George Ludwig  
Linda Richardson  
Evan Elite Authors

Become An Author
Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details.
Become An Author

Evan's Latest Video
Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media
Evan's Latest Video

Business Opportunities
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"

How to Start An Online Business

Click Here To Learn More
Business Opportunities



Evan's Newsletter
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
Name:
Email:
Evan`s Newsletter

Free Downloads
Explode Expo Results Icon Explode Expo Results
Exit Interview Document Icon Exit Interview Document
Building Business Relationships Icon Building Business Relationships
EQ Coaching Report Icon EQ Coaching Report
Fortune Small Business Icon Fortune Small Business
Free Downloads - Complete List

Entrepreneur Tools and Guides
Guide To ERP Software / Business Management Software
Guide To ERP Software
Business Management Software
 
Top 50 Blogs For Startups To Watch In 2008
Top 50 Blogs For Startups
Top Blogs To Watch In 2008
 
Entrepreneur Tools and Guides

SEO For Africa
SEO For Africa
Boni Ketowou Adéta, Togo,
Boni Ketowou
Adéta, Togo
SEO For Africa

If I Were A Startup...
John Zarei and Shaan Parekh , $516k to $1.5 Mil in 2 years
John Zarei and Shaan Parekh
$516k to $1.5 Mil in 2 years
Geoff Whitlock, $53k to $507k in 3 years
Geoff Whitlock
$53k to $507k in 3 years
If I Were A Startup... - Complete List

Famous Entrepreneurs
Sean Diddy Combs, Bad Boy
Warren Buffett, Berkshire Hathaway
Warren Buffett
Berkshire Hathaway
Famous Entrepreneurs - Complete List

Entrepreneur Advice
Michael Gerber, The E Myth
Michael Gerber
The E Myth
Keith Ferrazzi, Never Eat Alone
Keith Ferrazzi
Never Eat Alone
Entrepreneur Advice - Complete List

Popular Articles
(Premium Authors)

     Looking for an Easy Online Business Opportunity?
By Karen Whaley
     Try Lying to Build Your Legitimate Home Based Business
By Karen Whaley
     Which Online Business Opportunity is Right For Me?
By Karen Whaley

Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
Have A Suggestion?

More Evan Carmichael
More Information