Most selling programs are designed to coax the client into buying before you have trust and connection with them. But strategies and “forward moving” techniques are based on your world, not the potential client’s.

This usually causes an immediate negative reaction during your cold calls. People don’t like being pushed by someone else’s agenda, especially someone they don’t know. So let go of “driving” a conversation forward. Instead, open your cold call with a statement focused on a problem they probably have, and one that will invite a question from them.

And also allow your ending comment to be more inviting than directing. For example, end with the phrase, “Well, where do you think we should go from here?” This lets the conversation move on its own without your herding things into pre-planned box.

Practicing this will take your ability to communicate with potential clients to a level you never thought possible. You’ll avoid situations that turn into a buyer and seller role and the sales pressure this creates. You’ll also find yourself speaking in a gracious manner, and your potential clients will be comfortable with the interaction. This translates into more clients and revenue, plain and simple.

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

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