What gets tricky is when people raise objections that sound like genuine concerns durng your cold calls. But they’re actually resisting perceived sales pressure. On the surface, comments like these sound as if they’re about your product or service, don’t they?

• Send me more information.

• Sounds good. Let me think about it.

• Your price is too high.

• Great. Let me talk it over with my co-workers.

But they may actually be code words for “I’m feeling pressured by how you’re selling.”

Your potential client probably isn’t going to tell you the truth. After all, when was the last time someone said, “You know, I feel as if you’re really focused on getting the sale here. And that’s making me feel pressured. It’s creating a slight tension in my stomach. And at this point, I don’t trust you.”Fortunately, you can figure out whether potential clients are raising genuine concerns or covering up their discomfort.

Just do these two simple things:

1. Assume pressure is always present: even when you’re doing everything you can to create a pressure-free environment. People expect sales pressure, and we can’t always immediately diffuse that expectation 100 per cent.

2. Trust your intuition and instincts:  Over time, you’ll learn to be able to tell whether potential clients are telling you the truth. You’ll start picking up signals that they’re feeling pressured, such as giving you short answers.

As you learn to distinguish between genuine concerns and resistance, you’re likely to hear fewer and fewer “objections.” You’ll stop triggering evasive responses or false concerns when you stay focused on what’s actually being communicated. And you’ll get far better reactions to your cold calling efforts.

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 call, Cold Calling, cold calling techniques, cold calling training, cold calls, sales rejection, sales techniques, Sales Tips, Sales Training

This entry was posted on Monday, July 20th, 2009 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.