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Ari Galper Articles
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How to Cold Calling Without a "Pitch" - Click To Read Article 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. When Prospects Give You The "Silent Treatment" - Click To Read Article If you’ve been selling for a while, you’ve probably had at least one experience in which your prospect suddenly started giving you the “silent treatment.” How To Throw Out Your Cold Calling Scripts - Click To Read Article Five Ways to Be Yourself Again in Cold Calling! How to Cold Call without a Script - Click To Read Article Linear step-by-step sales scripts have done a lot to give selling a bad name. Not because they don’t “work”, actually some people who use cold calling scripts actually do make some sales. The problem is even if you’re a good-hearted businessperson, scripts make it almost impossible for you to avoid sounding like a “salesperson.” This is a serious problem because most people respond to a sales agenda with something like, “Uh oh, I’m about to be sold something. How fast can I get this person off the phone?” If we turn away from the artificial beginning of a sales script, and approach cold calling in a different way, then we’re likely to get different responses. How to Replace Your Sales Script with a Conversation - Click To Read Article Dear Ari, My name is Ben Cross and I’m in the network marketing business. As you know, in network marketing we sell two things: the product of the company we represent and the business opportunity for others to get involved in the business. How to Make Your Cold Calling Effective - Click To Read Article 4 Examples of effective dialogue in cold calling! How to End Your Fear of Cold Calling - Click To Read Article 3 Steps to changing your mindset about cold calling! Is Sales Really a Numbers Game? - Click To Read Article The other day, I got a call from Brian, who was a first time visitor to my website. He told me during our conversation, "I see other people at work playing the old numbers game. You know, they make as many calls as they can, hoping that a few will turn into sales. 5 keys to Humanize Your Cold Call - Click To Read Article It always feels artificial when we shift into our “salesperson persona” in order to make a cold call. It’s a dehumanizing process that -- unless we’re a born actor -- feels really awkward. And yet the old-school traditional sales mindset almost guarantees that role playing is a part of every cold call we make. Confident at Cold Calling? A Reality Check on Postive Thinking - Click To Read Article Before you make a cold call, do you “gear up” first? Do you get excited about your product or service, and try to anticipate making the sale? Trust is Better than Selling in Cold Calling - Click To Read Article 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. How To Use Your Right Brain When You Cold Call - Click To Read Article Unlock the power of your right brain for cold calling success! How to Cold Call with Integrity - Click To Read Article The way we've always wanted to do cold calling! How to End the Cold Calling Game of Chasing a Sale - Click To Read Article 4 steps to warm up cold calling conversations How to Stop Cold Calls from Feeling Intrusive - Click To Read Article 4 key ways to be seen as helpful while cold calling Diffuse Cold Calling Pressure - Click To Read Article Stop your expectations from sabotaging cold calls. 7 Ways To STOP Chasing Decision Makers! - Click To Read Article You probably know this scenario well: Your main contact at a company has expressed interest in possibly purchasing your product or service. Selling Online, Selling Offline: What's The Difference? - Click To Read Article Ever since I created Unlock The Game™, one of the first questions people always ask me is, "Does Unlock The Game™ apply to online selling?" Sales Therapy 101: Breaking Your Fear of Cold Calling - Click To Read Article Almost every day, visitors to my Unlock The Game website click on my live instant-messenger chat button, which invites them to "Ask Ari a selling question." 7 Ways To Stop Selling & Start Building Relationships - Click To Read Article Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients. Seven Steps to Cold Calling Follow-up - Click To Read Article Let’s say you’ve had a great conversation with a prospect. They’ve shared their problems and seem genuinely interested in what you are offering. You’re excited about following up with them – but your calls aren’t returned. What’s happening? How to Genuinely Enjoy Cold Calling - Click To Read Article Five perspectives that will (honestly!) create enjoyment in your cold calling 7 Pitfalls of Using Email to Sell - Click To Read Article * Are you sending e-mails to prospects instead of calling them? Why Trying To Get The Appoinment, Can Be a Recipe for Dis-Appointment - Click To Read Article Last week, this e-mail from Jack arrived in my inbox: 7 Cold Calling Secrets Even the Sales Gurus Don't Know - Click To Read Article More and more e-mails are arriving in my in-box from people who hate cold calling. Here's what they're saying: Dead Silence From Your Prospect: The Worst Sound Of All - Click To Read Article Could this be the worst moment in your selling cycle? No More Selling Scripts? 5 Ways to Be Yourself Again - Click To Read Article Last week I was sitting at my desk and the phone rang. The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way - Click To Read Article Sean works for a major telecom company. The Wall of Defensiveness: 7 Ways to Tear It Down - Click To Read Article Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? The Surprising Truth about Cold Calling - Click To Read Article Haven’t you noticed that the old "tried and true" cold calling techniques that were once successful in cold calling have now completely lost their effectiveness? Do You Have to Be Aggressive to Make Sales? - Click To Read Article A few weeks ago I was onsite at a company that had hired me to train their sales team on how to stop using traditional selling and start using the Unlock The Game™ sales approach. Are You Risking the Relationship for the Sale - And then Losing the Sale Anyways? - Click To Read Article Losing a sale can be disheartening, especially if you lose it for reasons you aren't even aware of. 7 Ways To Get To The Truth: When The Sale Disappears - Click To Read Article You're close, really close, to making a sale. Your potential client is in the market for your product or service and you've had a couple of good meetings. How to Build Great Relationships through Cold Calling - Click To Read Article Master the foundation for cold calling success How to Make Cold Calling Opportunities Out of Voice Mails - Click To Read Article Turn voice mails into a cold calling journey of discovery! Cold Calls - A New Way to Open - Click To Read Article Cold Calling Tips to Create Openings for Real Conversation! How to Make Your Cold Calling Problem-Focused - Click To Read Article We rarely think about our prospect’s problems when we cold call. It’s just easier to focus on our product or service. Naturally, it’s really tempting to make cold calling all about us and what we have to offer, rather than about the other person. Should You Use Sales Letters Before You Cold Call - Click To Read Article Remember the numbers game? Well, that is the same thought behind sending out sales letters. The hope is that with every hundred or so letters, a few sales will result. Four Keys to Making Your Cold Call Stress-Free - Click To Read Article From the traditional point of view, cold calling conversations should constantly lead towards making a sale. We’ve been given only one path to follow, and that’s getting a “yes.” How to Stop Your Cold Calls From Losing Steam - Click To Read Article We’ve all had the experience where everything seems to be going well during a cold call, and suddenly the person we’re talking to “hits the brakes.” They raise an objection and we start to panic, thinking we’re about to lose the sale. Make Fewer Cold Calls and Get Better Results - Click To Read Article 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. 3 Cold Calling Mistakes that Trigger Rejection - Click To Read Article In the old traditional cold calling mindset, you expect a lot of rejection, and unfortunately you usually get it. You probably make hundreds of calls, and out of those you make a few sales. You’ve come to accept that rejection as a normal part of cold calling. Why Overcoming Objections Can Lose The Sale - Click To Read Article How ironic it is that the more we try and overcome resistance, the more we actually create it. 7 Ways to Cut Loose from Old Sales Thinking - Click To Read Article Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients. Hidden Sales Presssure: 7 Ways To Make It Go Away - Click To Read Article Everyday, people from all over the world send me their selling challenges. This one just came in from Julie in Atlanta, Georgia: Right Brain Cold Calling - What is it? - Click To Read Article You know the feeling you get when you hear the rhythm of a song and it feels as if you’re grooving with it? 7 Ways To Sell and Retain Your Integrity - Click To Read Article Making more sales while retaining your integrity -- is it possible to do both? How to Recognize and Diffuse Hidden Pressures in Cold Calling - Click To Read Article Wouldn’t you like to make cold calling pleasant for both you and the other person? The best way to achieve this is to completely eliminate sales pressure. 4 Classic Cold Calling Mistakes - Click To Read Article Have you noticed that the old “tried and true” cold calling techniques which were once successful have completely lost their effectiveness over the years? They just don’t work anymore. Aikido and The Art of Selling - Click To Read Article Imagine being in a crowded concert or bar. All of a sudden, a fight breaks out between two men who’ve had too much to drink. How to Use E-Mail "Cold Calls" - Without Falling into the SPAM Trap! - Click To Read Article "I always hear people talking about how e-mail is today's 'killer app,'" my coaching client Janice told me when we were discussing ways of making contact with prospects. Throw Out Your Selling Language - Unlock Your Natural Voice - Click To Read Article I was sitting at my desk last week when my phone rang. I picked it up and said, "This is Ari with Unlock The Game." The woman on the other end of the phone said, "Hi, my name is Julie Jackson, I'm with XYZ company and we are a...and we offer...". As she continued to speak, I stopped her in mid-sentence and said, "Hi, Julie." Like this article? Share it with your friends
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