Most of us truly believe that our product or service can help others, so we assume that anyone who fits the profile of a potential client should buy what we have to offer. Isn’t that one of the first things we learn in our sales training?

But this is a recipe for disaster when it comes to cold calling. When we make a cold call presuming someone will be interested, we’ve automatically moved into expectations. And this means we’re focused on trying to “guide” the conversation into a sale. Genuine dialogue goes into the back seat, and sales pressure climbs to the front.

So move away from making any assumptions when making cold calls. After all, how much sense is it to have assumptions about someone you’ve never spoken with? How much can you possibly know about their problems, issues, needs, budget, or other key information?

If you approach your cold calls from a place of genuine interest rather than expectations, both of you will relax and the interaction will flow naturally.

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

This entry was posted on Wednesday, December 3rd, 2008 at 10:00 am and is filed under Cold Calling. 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.