Don’t go into a pitch the way you would if you were operating out of the traditional sales mindset. Make what you say about them, not about you. Try to keep in mind that who you are and what you have to offer are irrelevant at this moment.

The key is to identify a problem that you believe the other person might have. Depending on your business or industry, here are some examples of what you might say:

I’m just calling if you’d be open to looking at any possible hidden gaps in your business that might be causing sales losses?

I’m just calling to see if you’re grappling with problems of employee performance related to a lack of training support?

I’m just calling to see if you’re open to looking at whether any department in your company might be losing revenue due to vendor overcharges?

Address one specific, concrete problem that you know most businesses experience. Don’t make any mention of you or any solutions you have to offer during your cold call. Remember, it’s always about them, not about 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

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

This entry was posted on Friday, March 5th, 2010 at 10:00 am and is filed under Ari's Posts. You can follow any responses to this entry through the RSS 2.0 feed. Responses are currently closed, but you can trackback from your own site.