Trust is Better than Selling in Cold Calling
Trust is Better than Selling in Cold Calling
But think about what this does to your cold calls. Before you even say “hello,” basically then, you have an agenda. You want something.
Well, your prospects can sense this immediately, and they put up their guard. As people, whenever we know that someone wants something from us, we automatically move into a defensive place. You probably do, too, if you’re talking with someone who has an agenda.
Can you see that your sales focus actually destroys the possibility for a genuine, trusting conversation? Because it’s focused on yourself – your desire for a sale - and not on the other person.
Salesmanship vs. Relationship
So it’s time to re-think the way you approach cold calls. When your strategy is to make a sale, then you’re someone who has to be “watched.” You’re not weighing what’s important to the other person. And so to them, you can’t be trusted.
It’s much better to build trusting relationship into your cold calling process. When the other person feels that you’re relating to them from this place, there’s no need to be suspicious and defensive. There can be a pleasant, productive, truthful dialogue about whether what you’re offering makes sense for them.
So, really, it’s about trust and relationship. Why? Because when given the choice, people always prefer to do business with someone they can trust.
Here are two fundamental shifts you’ll need to make if you want to move away from the old “sale-focused” mindset.
1. Release the Need for Control
Whenever you’re trying to control the outcome of your cold call, you’re not allowing the conversation to have a natural rhythm and flow. You’re trying to maneuver things in a certain direction.
So you’re not building relationship, you’re trying to build sales. You’re focused on things like getting information, finding the decision maker, scheduling an appointment, or closing the sale.
And all of this sets off “alarms” for the other person. Prospects can sense that this kind of interaction is somewhat of an impersonal, pre-ordained process. They know it really hasn’t much to do with them.
So how can you to shift into something more positive? You begin by consciously surrendering to the outcome of your cold call. When you do this, you’re no longer trying to manage things. You can be relaxed and helpful.
This is subtly but powerfully felt by the other person. When they recognize you’re not “pushing” for a certain outcome, there’s an opportunity for mutual exploration, and you can be viewed as someone who’s trustworthy.
2. Focus on the Other Person
When you start your cold calls by talking about your product or service, most people “shut down” right away. You’re talking to someone who doesn’t know you, and you’re trying to get them to step into your world.
Instead, try stepping into their world. Think about what matters to them. Put yourself in their shoes.
The best way to do this is to think about what kinds of problems they may be having. For example, let’s say you provide invoice management systems. You might start with something like, “I’m just calling to see if you’d be open to exploring new ways to solve revenue loss from unpaid invoices.”
Now you’ve started your cold call by focusing on the other person’s issue right away. You’re not talking about yourself. You’re “tuned into” their problems and difficulties. This feels really good to them, and you’ll more likely share an open, trusting conversation.
When you don’t have strategies and “pitches” built into your cold calling agenda, you can be a real person talking to another real person. Now there’s an opportunity explore together in a more trusting way whether what you’re providing is a fit for them. And the difference will astonish you.
To your success,
Trust is Better than Selling in Cold Calling - To learn more about this author, visit Ari Galper's Website.
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I’d like to introduce you to a radical new thought. In the old sales mindset, you’ve probably been trained to focus only on making the sale. You approach your cold calls with the idea of moving things towards a sales event.
But think about what this does to your cold calls. Before you even say “hello,” basically then, you have an agenda. You want something.
Well, your prospects can sense this immediately, and they put up their guard. As people, whenever we know that someone wants something from us, we automatically move into a defensive place. You probably do, too, if you’re talking with someone who has an agenda.
Can you see that your sales focus actually destroys the possibility for a genuine, trusting conversation? Because it’s focused on yourself – your desire for a sale - and not on the other person.
Salesmanship vs. Relationship
So it’s time to re-think the way you approach cold calls. When your strategy is to make a sale, then you’re someone who has to be “watched.” You’re not weighing what’s important to the other person. And so to them, you can’t be trusted.
It’s much better to build trusting relationship into your cold calling process. When the other person feels that you’re relating to them from this place, there’s no need to be suspicious and defensive. There can be a pleasant, productive, truthful dialogue about whether what you’re offering makes sense for them.
So, really, it’s about trust and relationship. Why? Because when given the choice, people always prefer to do business with someone they can trust.
Here are two fundamental shifts you’ll need to make if you want to move away from the old “sale-focused” mindset.
1. Release the Need for Control
Whenever you’re trying to control the outcome of your cold call, you’re not allowing the conversation to have a natural rhythm and flow. You’re trying to maneuver things in a certain direction.
So you’re not building relationship, you’re trying to build sales. You’re focused on things like getting information, finding the decision maker, scheduling an appointment, or closing the sale.
And all of this sets off “alarms” for the other person. Prospects can sense that this kind of interaction is somewhat of an impersonal, pre-ordained process. They know it really hasn’t much to do with them.
So how can you to shift into something more positive? You begin by consciously surrendering to the outcome of your cold call. When you do this, you’re no longer trying to manage things. You can be relaxed and helpful.
This is subtly but powerfully felt by the other person. When they recognize you’re not “pushing” for a certain outcome, there’s an opportunity for mutual exploration, and you can be viewed as someone who’s trustworthy.
2. Focus on the Other Person
When you start your cold calls by talking about your product or service, most people “shut down” right away. You’re talking to someone who doesn’t know you, and you’re trying to get them to step into your world.
Instead, try stepping into their world. Think about what matters to them. Put yourself in their shoes.
The best way to do this is to think about what kinds of problems they may be having. For example, let’s say you provide invoice management systems. You might start with something like, “I’m just calling to see if you’d be open to exploring new ways to solve revenue loss from unpaid invoices.”
Now you’ve started your cold call by focusing on the other person’s issue right away. You’re not talking about yourself. You’re “tuned into” their problems and difficulties. This feels really good to them, and you’ll more likely share an open, trusting conversation.
When you don’t have strategies and “pitches” built into your cold calling agenda, you can be a real person talking to another real person. Now there’s an opportunity explore together in a more trusting way whether what you’re providing is a fit for them. And the difference will astonish you.
To your success,
Trust is Better than Selling in Cold Calling - To learn more about this author, visit Ari Galper's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan'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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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton'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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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek'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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