Make Cold Calls More Successful

All the sales gurus have been teaching for years that you must be enthusiastic and aggressive in cold calling tactics. Youve 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 youre 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 youre not aggressive about making a sale, then others dont 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 dont 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, youre 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. Dont assume that you can help this person with your product, because you dont know their issues yet. You dont know their budget or their needs in any way. When youre not presuming anything, others feel thats safe to talk with you in an open, honest way.

So if you dont have making the sale as your goal in cold calling, then what replaces it? Well, your goal is really to overcome the other persons fear of you and build trust. Thats the goal of the conversation, because youre battling the negative stereotype held around most sales calls. Youre not battling anything else.

Enjoy Helping Others

The less focused on the sale you are, the more natural you can be. And the more youre able to convey that youre 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. Im not here to sell you anything because I dont know if I can help you in any way. Im only calling to find out if you have any issues tied to improving the sales performance of your company.

By adopting this approach, youll be able to enjoy your job again. For the first time, youll 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, youll have a whole new frame of reference.

As the idea of making the sale becomes less important, youll feel more comfortable cold calling because you'll be helping people. So in a way, its 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, youll find yourself really enjoying your work again.

About The Author 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.