Make your objective to uncover the truth of the potential client’s situation and to be okay with the outcome, whether it’s a yes or a no during your cold calls.

We can do this by checking in at various times in the conversation to make sure it makes sense to continue the dialogue. If we just move ahead without doing this, we’re in “chase mode.” And in this case, we may be chasing something very unrealistic for this particular potential client.

So we ask important questions such as, “Is this a top priority for you to solve right now?” We may find that the potential client is very interested in working with us, but the budget or staffing may simply be too thin at this time.

We stop at various checkpoints in our conversation to make sure we’re moving ahead together. If our thoughts are fixed only on our own goal of eventually securing the sale, we can miss very important signals that the other person may actually have no intention of following through.

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 tips, cold calling training, cold calls, sales rejection, sales techniques, Sales Tips, Sales Training

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