Let’s say that you succeed in fully adopting this new mindset as it relates to cold calling. You focus your initial conversation on a specific problem or issue that you know from your own experience affects people in that business or industry. The initial call turns into a positive and friendly conversation. It moves in such a positive direction that you both feel there may be a match. And at the point, you may start slipping back into the traditional sales mindset. You may start thinking about a potential sale.

And this may lead you to start making statements that your prospect will construe as an attempt to “close.” For example, you may start pressing, however subtly, for an appointment or a follow-up call, which implies that you’re anxious to move things forward so you can make the sale. The problem is that any such pressure on your part may lead your prospect to retreat and reject you.

Instead, at the moment when you feel as if the conversation is coming to a natural conclusion, you can simply say:

“Well, where do you think we should go from here?”

This question reassures prospects that you’re not using the conversation to fulfill your own hidden agenda. Rather, you’re giving them the “space” to begin to decide if they trust you. You’re not leading them down the path to a sale — you’re letting them create their own path.

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 training, sales rejection, sales techniques, Sales Training

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