In the old traditional cold calling mindset, we’ve been trained to be in kind of an attack mode if someone back-pedals. We panic a little and start to press for a sale. But this will only make your cold calls more painful. Whenever the other person isn’t sure, we should step back, not press forward.

Whenever we hear an objection, we get scared. You might think you’re not attached to making the sale, but if you panic when someone gives you an objection, this is proof that you’re really attached after all. So when you catch yourself reacting during a cold call – stop. Take a deep breath and physically relax before you do anything else.

Here is a good reason to step back when you face objections or resistance during your cold calling:

Maybe you’ve never thought of this. An objection or reluctance is really the greatest moment of vulnerability for prospects. It’s a “weak moment” for them because they aren’t sure. If they were sure, they’d simply say “yes” or “no.”

But they aren’t sure. So they may be using an “objection” as a way to buy time, to get some space so they can stay in control. They’re doing this because they assume that you’re going to try and “sell” them. When you demonstrate your willingness to honor their process and let them sort things through, this puts you on their side. And that’s exactly where you want to be.

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 Sunday, January 31st, 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.