Quite often in cold calling we have trouble getting the prospects to return our calls. We often get confused when this happens because we don’t know why your calls aren’t being returned. Make sure that you’ve let go your sales agenda, and that your goal is only to identify the truth.

You may find it useful to just sit silently for a few minutes with your eyes closed. Breathe deeply and consciously, accepting that this sale is probably gone. Let it go, so that there’s no part of you hoping or pushing for it.

You need to decide that it’s really not about the sale anymore – it’s about learning for next time. That’s a big leap, that you’ll need to make so cold calling is no longer a painful experience for you.

Until next time,

Keep calling and keep it conversational…

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.

Remember, people will trust you and reveal what they’re thinking only if they feel like you’re on their side. So you need to be clear in your own mind that the breakdown in communication is likely to be something that you unknowingly triggered when cold calling.

You probably did something that made them feel uncomfortable about calling you back. Otherwise they’d feel safe saying, “Thanks a lot, but we’re not going to go with you.” So somewhere along the way the ball got dropped.

Once you’ve taken all this in and are feeling clear and comfortable, you can pick up the phone. Always start with a phone call. The last thing you want to do is send an e-mail, because it’s inherently impersonal and one-way.

Until next time,

Keep calling and keep it conversational…

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

In the old traditional sales training, you usually start cold calls by talking about yourself and what you have to offer. But that’s an approach that quickly introduces sales pressure into the conversation. Why? Because whenever someone hears your mini-pitch, it’s clear that you want to make a sale. And now they have to respond to that expectation, which means there’s a push-pull feel to the interaction.

So instead, try starting your conversation by focusing on a need or issue you know the other person is likely facing. Step into their world and invite them to share whether they’re open to exploring possible solutions with you.

Until next time,

Keep calling and keep it conversational…

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

The new year brings new resolutions. A perfect time to change your point of view. If you’re like most people who make cold calls, you’re hoping to make a sale – or at least an appointment – before you even pick up the phone. The problem is that this mindset short-circuits the whole process of relaxed conversation. Whenever there’s a goal, there’s also an underlying “win or lose” tension that your prospects experience as sales pressure.

But when you’re focused on building a conversation, there’s no tension. You’re simply exploring whether you can provide a solution to someone’s problem. This provides a stress-free environment for a productive, mutual exploration.

So when your focus shifts from “making the sale” into “building a conversation,” you’re not introducing sales pressure. Tension evaporates. And now you’re free to enjoy the interaction. And as long as you’re sincere, others are more likely to enjoy it too.

Until next time,

Keep calling and keep it conversational…

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 

When prospects express an interest in solving problems or issues, it’s crucial that you stop, breathe, center yourself, and keep the focus on them.

We’ve been so wired to jump right into sales presentations that we have to really guard against that. So it’s helpful to have some specifics in mind that you can focus on to help you both decide whether you have a fit. There’s nothing wrong with having an inner awareness of elements that you need to explore in determining a potential “fit.”

Most of these will come up easily and naturally in the conversation, without any need for you to probe or dig. This is because your cold call conversation is always focused on your potential client’s world. Remember, you can’t know whether it’s appropriate for you to help them until you’ve learned the truth about their situation. So here are five things to consider when you’re cold calling:

1. The problem:

Do they have a problem that your product or service solves? Are they open to the possibility of solving it, and to new ways of solving it?

2. Their priorities.

Is solving the problem one of their top five priorities? Is it a priority in terms of their company’s strategy? Is solving it something they could do or should do – or is it an absolute must?

3. Money:

Can they afford to solve the problem right now? Is it in their budget? Are they open to making a “business case” for it?

4. Time frame:

When will they be ready to start working on solving the problem?

5. Decision making:

Does the person you’re talking with have the power to make the decision to solve the problem? What is the company’s decision making process?

So the overall thing to keep in mind is that you’re talking about them, and you’re inviting both of you to explore whether there’s a fit.

Until next time,

Keep calling and keep it conversational…

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.

Let’s say you’re at your office and you’re working away. Your phone rings and someone says, “Hello, my name’s Mark. I’m with Financial Solutions. We offer a broad array of financial solutions. Do you have a few minutes?”

What would go through your mind when you hear this pitch? Probably the same thing your potential clients are thinking when they get a cold call from you. In other words, “How can I get this person off the phone as quickly as possible?”

Put some thought into how your product or service solves a problem for them:

This new cold calling approach is tied to finding a specific, real problem that other people are experiencing. When you’re relevant to them and their world, they trust you more easily. This is needed for them to feel comfortable in having a conversation with you. They sense that you’re there to help them solve a problem – not sell a product.

So remove yourself for a moment from what you have to sell, and think about what problem you can solve for somebody.

For example, if you’re in the coaching industry you might say, “I’m just calling to see if your company’s open to the idea of using coaches to improve management performance.”

Focusing on how your product or service solves a problem for your potential client means you’re stepping into their world. You’re outside your own personal sales agenda, and this means less negative reaction on their part.

Until next time,

Keep calling and keep it conversational…

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.

Yesterday we discussed how “no” can become your friend in cold calling. Today wewill give more ways to accept it into your daily routine.“No” is an indication of whether there is a match or not. It will be obvious to both the caller and the prospect, but it’s not a reflection of how good the caller was.

Surrender to the fact that everyone will not fit; it creates calm, and a relaxed conversation will occur. Come across as a human being and the prospect is drawn in and begins to trust the caller.

Enter into the conversation humbly, as a problem-solver. This is magical. Don’t assume that the prospect is a fit; that will help the caller relax. Come across as relaxed and unassuming. It will bring more people who are a fit.

Keep these points in mind when making your next cold call.

Until next time,

Keep calling and keep it conversational…

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.

Some callers create a movie in their mind from previous negative phone experiences they have had. That movie holds them back from having phone success. Here are some Mindset techniques to overcome that. You can these techniques personally, and credits them for helping you reach your goal. Other members are using these techniques and reaching new levels of success. Doing these techniques eliminates the hump and makes the process easier while you cold call.

Write out problem statements. Think about previous clients and how they are happier because of solutions that have helped them. The caller’s power comes from knowing that they can solve issues and help people. It puts the caller into the position of servitude.

Sales begin to happen when that mindset occurs, because prospects feel that the caller actually cares about their problem.

Confidence becomes crystal clear even through the phone. Since the confidence comes from the ability to help problem solve, the prospect senses that the conversation is about them, and how to help them.

Check back tomorrow when we help you accept “No” as your friend in cold calling.

Until next time,

Keep calling and keep it conversational…

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. 

Avoid words that suggest sales pressure to potential customers, and how can you choose words that make effective substitutes while cold calling?

A member asked me for some help with his problem statement, which he recited as follows: “I just called to see if you’d be open to a relatively new concept that is guaranteed to supplement your retirement income?” 

Be careful about using the word “new” because people tend to hear it as sales pressure. They might think, “Yeah, new and improved – what’s new out there? I’ve heard it all already.” Instead of “new,” a more neutral word could be “different.” For example: “I’m just giving you a call to see if you’d be open to a different perspective?”is another word that could sound insincere to some people. It can suggest something that is suspicious.

Instead of “guarantee,” in this case, a better verb might be “supplement.” For example, “”Would you be open to a different perspective on ways to supplement your current income from your current mortgage?” Or you might say, “different ways to supplement your current income”Choose your words carefully to avoid phrases that sales people would commonly use and favor words that invoke sincere curiosity and clarification.

Until next time,

Keep calling and keep it conversational…

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.

“Guarantee”

“One member was surprised by a return call from a busy CEO just 10 minutes after he asked the executive’s receptionist for help. The member had mentioned his problem statement to the receptionist and emailed her a set of pertinent questions.”

What should you do to prepare for a call back from a decision maker when cold calling?

Receptionists, secretaries, gatekeepers - whatever you want to call them - are extremely knowledgeable about what is happening within their companies. Treat them as you would a decision maker. Most gatekeepers don’t get this respect from anybody who is selling. Sales people often try to bypass them. This is a mistake because it shows disrespect and breeds resentment.

Approach gatekeepers with the same opening phraseology and the same problem statement to allow a dialogue to emerge. If you respect their knowledge of the company and acknowledge that they’re bright enough to handle your question, in many cases they will help you. Prepare for the decision maker’s return call by coming up with three or four questions related to the problem you solve. Be ready for a natural conversation.

When the call back comes, you can say, “Yeah, I did call you. I just had a few questions related to your situation …” Whatever that might be, just have those questions ready in order to launch a natural conversation.

Until next time,

Keep calling and keep it conversational…

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.