We rarely think about our prospect’s problems when we cold call. It’s just easier to focus on our product or service. So it’s really tempting to make cold calling all about us and what we have to offer, rather than about the other person.

In this new cold calling approach, we think about the potential client. We especially look at problems they’re having, and we build our conversations around that. This is the most effective way to do cold calling, and here’s why:

In the old traditional sales mindset, we’ve been trained that the best way to make a sale is by talking about us, our company, our product, and the benefits it can offer to potential clients. Well, the problem with this approach is that it’s all about you. The standard pitch – “I’m so-and-so, I’m with such-and-such, we do such-and-such…” is about who you are and what you do.

And the moment the people you’re talking with realize that you’re making the conversation about you, they tune out and turn off. We all do this in our everyday life when we’re confronted by someone who talks on and on about themselves.

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 Saturday, February 6th, 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.