When making cold calls it is important to not assume the sale. This happens when you feel too confident about your prospect and that they will be interested in the product. Anticipating a sale can be damaging just like anticipation of a test so how do we not damage the sale? By you don’t think of it as a sale but a simple conversation.

Think about how you can help the prospect with your product instead of how “this will be a great sale”; you will get a better overall response and the prospect will not feel pressured to buy. You anticipation can give the feeling of excitement when you talk with the prospect and will radiate to them. They will categorize you with a “Salesperson” this could damage your relationship with the prospect and you would lose the sale.

So how can we avoid anticipation?

Must not view the prospect as a sale but rather a possible contact-

Reassure the prospect you are there to offer them another option not to replace the service or product they are currently using.

Ask the prospect “where they want to go from here” instead of trying to close the sale.

When you anticipate the sale it causes anxiety and that can worry the prospect. It also will cause you to rush into things, or even push the conversation in the direction of the sale causing the prospect to close up.

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.

Tags: Cold Calling, cold calling techniques, cold calling tips, cold calling training, sales rejection, sales techniques, Sales Tips, Sales Training

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