Avoid changing who you are when you make your cold call. There’s no need to be on “stage” or sound enthusiastic. Just be your everyday relaxed self, as if you’re calling a friend. People know when you’re being genuine, and when you’re not.

Set aside the traditional phrases and strategies calculated to win a sale. Simply be who you are, interested in your potential client’s point of view. This will help get you back to the sales calling basics of treating potential clients like human beings rather than commodities. Your being natural opens the gateway to real human-to-human connection, which builds trust.

So, by being natural, you’re also bringing integrity back into selling. When you’re not playing a role, you’re working with the other person to build a sincere conversation.

Until next time,

Keep calling and keep it conversational…

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

You can diffuse underlying sales pressure within any conversation by focusing first on whether you are a good fit. Invite the other person to focus on this with you. And determine together whether a good business relationship might genuinely be possible.

When our honest objective is not to make a sale but rather discover the truth of the situation, we have released expectations. The key is to offer options, so the person we’re talking with doesn’t feel pressure from us. This would only trigger the defensive reactions we’re trying to avoid.

So allow the conversation to have a natural sense of rhythm. Define mutual interest before launching into a description of your solution to a problem you probably know very little about at this point.

The person will almost always respond by saying “Sure. How can I help you?” You’ve now diffused any immediate sales pressure. You’re being genuine and not using the canned phrases that every other salesperson is using. You’ve gotten rid of the usual initial pressure and tension that comes along with sales expectations. Releasing your expectations to avoid conveying a sense of cold calling pressure get you better results in the long run. Potential clients become more interested and involved as a result, and also much more truthful about where they stand.

Until next time,

Keep calling and keep it conversational…

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

Recently you may have received a cold call from someone using an old-style linear sales script. You probably recognized it as a cold call because the person sounded a bit robotic and kept talking without allowing the conversation to “breathe.”

If you’ve been selling for a while, chances are you’ve been asked to use sales scripts, yourself. And you’ve probably used them because they were the only way you knew to start a cold calling conversation.

But here are some questions you need to ask yourself:

• How do you really feel when you use a script?

• How do your potential clients feel when they know you’re using a script? (And they do know.)

• How many sales are you losing because you’re using a script?

Until next time,

Keep calling and keep it conversational…

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

When you’re making your cold call, avoid changing who you are in order to secure the sale. Be your everyday relaxed self — as if you’re calling a friend. There’s no need to be “on stage” or artificially enthusiastic.

The right brain is genuine, normal, relaxed, and decidedly non-artificial. And this is a great way to be when talking with potential clients. People know when you’re being genuine and when you’re not. And they always respond much more positively to someone who’s being “real.”

Until next time,

Keep calling and keep it conversational…

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

Are you “going in for the kill” with your closing sale technique? If you are, you could end up killing your deal instead.

Old cold calling sales techniques do nothing more than pressure potential clients. They feel they’re being chased. What do most people do when they feel chased? They run! They naturally want to retreat away from that pressure — and that pressure is you.

So learn to avoid the “push-pull” dynamic between you and the potential client. You’ll actually find the sales process moving forward much more naturally (and more often) than when you’re forcing things.

In this old myth, the idea is that if a sale is lost, it’s usually at the end of the sales process. The truth is that it’s often lost at the beginning of the cold call. When all you’re doing is going for a sale, the other person can sense it, no matter how well you think it’s camouflaged.

When someone senses this sales pressure, “The Wall” goes up and the defenses come out. So stay away from focusing on making the sale. Rather, your goal is always to discover whether you and your potential clients are a good fit.

I can’t tell you how useful these new ideas have been in my own life, and in the lives of hundreds of others who have given it a try. It’s not always easy to shed the old cold calling myths. But it’s worth it. With a little practice, you’ll come to a place of actually enjoying your cold calls and getting better results.

Until next time,

Keep calling and keep it conversational…

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

Let go of thinking “buyer-seller,” and view the person you’re calling as another person, not as a “prospect.”

The traditional cold calling mindset teaches us to polarize our roles. We’re trying to sell something, and we aren’t seeing the whole picture which includes the other person’s thinking.

The old cold calling approach has become so artificial that potential clients put up their guards almost immediately. It’s denigrated the sales process into a painful “push and pull” process.

Shift your mindset into seeing your potential clients as people first. This will help you relate to them better. And the broader picture will allow you find out whether your product or service can be of help to them without being pushy or artificial.

Until next time,

Keep calling and keep it conversational…

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

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.

Until next time,

Keep calling and keep it conversational…

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

When you start cold calls with a mini-pitch about who you are and what you have to offer, you’ve introduced sales pressure right away. Prospects know you want to make a sale, and they have to respond to that pressure. And most will respond with defense or rejection.

So instead, start 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 Cold Calling Game, makes cold calling painless and simple. Learn his cold calling secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit http://www.UnlockTheGame.com

The problem with over-enthusiasm in our cold calling is that the other person has to make a decision whether to “buy into” our perspective, or reject it. They feel the hidden sales pressure that wants them to be carried along with our enthusiasm. This usually means braking, whether gently or abruptly.

With over-enthusiasm (which is often just an offshoot of our tension), potential clients feel sort of boxed in. They feel the pressure of our expectations. And they have to respond either positively or negatively. Most will respond negatively. Completely eliminating all sales pressure from your cold calling conversations will certainly invite the other person to respond much more warmly and positively.

Until next time,

Keep calling and keep it conversational….

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

Most selling programs are designed to coax the client into buying before you have trust and connection with them. But strategies and “forward moving” techniques are based on your world, not the potential client’s.

This usually causes an immediate negative reaction during your cold calls. People don’t like being pushed by someone else’s agenda, especially someone they don’t know.

So let go of “driving” a conversation forward. Instead, open your cold call with a statement focused on a problem they probably have, and one that will invite a question from them.

And also allow your ending comment to be more inviting than directing. For example, end with the phrase, “Well, where do you think we should go from here?” This lets the conversation move on its own without your herding things into pre-planned box.

Until next time,

Keep calling and keep it conversational…

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