The less focused on the sale you are, the more natural you can be. And the more you’re able to convey that you’re genuinely honest and are not calling to make a sale that would improve your gain, but to help the other person.

So the conversation is completely focused on the prospects’ world and the problems they may be looking to solve. If someone asks, “What are you selling?” the answer really is, “Nothing. I’m not here to sell you anything because I don’t know if I can help you in any way. I’m only calling to find out if you have any issues tied to improving the sales performance of your company.”

By adopting this approach, you’ll be able to enjoy your job again. For the first time, you’ll see other benefits to cold calling besides the actual idea of closing the sale. Once you begin to enjoy the idea of conversing and building trust with people, you’ll have a whole new frame of reference.

As the idea of making the sale becomes less important, you’ll feel more comfortable cold calling because you’ll be helping people. So in a way, it’s almost like the sale itself is anticlimactic. We, as people, enjoy other people. As we help them, we get amazing feedback like, “Thank you for helping us with our solution.” And perhaps for the first time, you’ll find yourself really enjoying your work again.

Until next time,

Keep calling and keep it conversational…

Ari Galper, founder of Unlock The 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 Wednesday, July 7th, 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.