February 3rd, 2012
It’s ironic to think that potential clients might be afraid that you’ll reject them. They’re afraid you might not like them personally. Or that you’ll be upset with them if they tell you, for example, that they’re going with your competition. Most people are terrified of conflict and will do almost anything to avoid it. So the more they understand that your primary commitment is to the truth, not to the sale, the safer they’ll feel to trust you with the truth.
The key phrase here is, “Not a problem.” The more you use this phrase, the less frightened people will be. But you really do have to believe it yourself, and reflect this in everything you say and do. If you’re caring about what’s going on with the other person. Because of this, trust is built and relationships are deepened. That’s a very good place to be during every phase of your cold calling process.
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
February 1st, 2012
Often people are simply swamped with work and don’t know how to manage their time. The sticky note with your phone number has just disappeared under piles of paper. Acknowledge their stress during your cold calls. Acknowledge how busy they are, and don’t push them. When they realize we actually care about them and their world, then they trust us more.
All you need to say is something like, “You sound very busy right now. I don’t want to add any more pressure to your life. So I’m wondering, is there anything I can do on my end to make this easier for you? Where would you feel comfortable going from here, and how can we do it in a way that’s easy and stress-free for you?” Asking these questions out of genuine concern can work miracles.
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
January 28th, 2012
Here’s something wonderful about most potential clients. Maybe they aren’t returning your cold calls because they’re afraid of hurting your feelings. Seriously, sometimes they don’t tell you the truth because they like you. Isn’t that nice?
The essence of building trust is to make sure people know they aren’t going to hurt your feelings if they tell you the truth. They need to know that you welcome the truth absolutely, no matter what it is. That no matter what happens, even if they decide to go with your biggest competitor, there are no hard feelings.
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
January 26th, 2012
In the old cold calling approach, you introduce yourself, explain what you do, and suggest a benefit or feature of your product. And then you close your eyes and pray that the other person will be interested. Unfortunately, the moment you stop talking you usually hear, “Sorry, I’m busy,” or “Sorry, I’m not interested.”
You see, you’ve started your cold call by talking about your world and what you have to offer. But realistically, most people aren’t all that interested in you. When you talk about your company and your product, it’s just another advertisement to them. You haven’t engaged them, so they often just “turn the page.”
Prospects are much more interested in themselves and what’s important to them. So if you start the conversation by focusing on their world, they’re more likely to interact with you. So instead, talk about an issue or problem they may need solving. Focus on them rather than on what you have to offer. And see where it takes you.
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
January 22nd, 2012
If you push things forward in your cold calling conversations, potential clients will feel pressured. And they’ll stop trusting you. Remember, loss of trust usually means loss of the sale. When they make themselves vulnerable by expressing hesitations, let them know that you’ll listen rather than attack. They’ll feel safer and they’ll start to relax.
So consider every objection, stepping back, or back-pedaling to be a gift of clarity. They’re either telling you the truth about their concerns, or sharing that they’re a little scared. They may have had some really bad experiences with salespeople in the past, and fear this may be another one.
This is an opportunity for you to stand out from the crowd. Let them talk about their issues without you trying to force things into a sale. When you do this, you win trust. It shows that you’re genuinely concerned about them and their issues.
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
January 20th, 2012
When I’m coaching someone, many times I like to ask them to role-play with me. And often, just as soon as they move into their cold call presentation, everything changes. Their natural voice tone shifts, and they sound like a totally different person from the one who called and talked so naturally with me about their sales issues. You see, sometimes just the idea of making a cold call causes you to talk more loudly, and with a lot of “forward energy momentum.”
But most cold calls break down the moment the other person feels all that enthusiasm. Why? Because with high enthusiasm, prospects feel sort of boxed in. They feel the pressure of your expectations. They feel pushed by someone they don’t know, and who knows nothing about them.
So it’s much better to talk in a natural, conversational way, just as if you were talking with a friend. When you’re being a relaxed and natural, the difference is amazing.
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
January 18th, 2012
You know, one of the reasons cold calling is so difficult is that sometimes you may not be very familiar with the other person and their business. When you make that first call, you don’t know very much about their issues, problems, budget, and time constraints. Chances are, not everyone is going to benefit by your product or service.
So realistically, your company or product isn’t going to be a match for everyone. And yet, when someone brings up an objection (“we don’t have the budget for that,” etc.), the old cold calling mindset trains you to “overcome,” “bypass,” or “override.”
But when you do that, you put the other person on the defensive. Something they’ve said is being dismissed. And here’s where rejection can happen very suddenly.
So it’s much better to listen to their concerns and continue to explore whether what you’re offering makes sense for them. There are some wonderful phrases you can use that validate their viewpoint without closing the conversation.
So now you’ve discovered the major cold calling mistakes people often make. See if you can shift away from those old self-sabotaging mindsets. When you do, you’ll notice that people will engage you much more, and the immediate rejection you’ve grown so accustomed to will happen much less.
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
January 16th, 2012
The old cold calling approach encourages you to be confident that the person you’re calling should seriously consider buying what you have to offer. It’s a taken-for-granted assumption that if they fit your profile, your product or service should be a “fit” for them.
But really, how much sense does it make to have assumptions about someone you’ve never spoken with, much less had a conversation with? How much can you possibly know about their problems, issues, needs, time frame, budget, decision making process, or other key information?
Can you imagine how it feels to the person on the other end of the phone when you presume to know what’s “best” for them? They don’t know you, and they don’t trust you. So people naturally move into a defensive place.
So it’s best to move away from making any assumptions when you make your cold calls. Approach your prospects from a modest, humble position. Avoid coming to the conversation already convinced in your own mind that they should be a fit. This way, you’ll eliminate sales pressure, which triggers that defensive reaction.
Completely eliminating assumptions and high enthusiasm in your cold calling will help people relate to you as a real person instead of a negative-type “pushy” salesperson. And you’ll find that they’ll usually respond much more warmly and naturally.
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
January 14th, 2012
As you begin to release your focus on making the sale, and allow conversations to unfold more naturally, you’ll probably find yourself spending more time with people. You’re operating within their timeframe, and that’s good. You accept that any conversation is going to wander a bit. In fact, you enjoy it because you like what you’re learning about the other person.
So how do you refocus when the conversation starts diverting both of you from the purpose of your call? By returning to your core goal, which is always to see whether there are any problems or issues you can help them solve. Keep in mind that you have only one focus for your cold calling, which is to identify the truth about the problems you can help people solve.
When you feel things are moving too far off the topic, or that you’ve been off it for too long, then you simply bring the focus back. It’s natural for conversations to wander, and it’s also natural for conversations to come back to their original purpose.
Remember, your whole focus is to identify whether there are problems you can help them solve. So if you find yourself talking with someone during a cold call, and the conversation moves well away from this focus, then all you have to do is bring the focus back to their problems and issues.
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
January 12th, 2012
Rather than using the term “qualifying,” I’d like to talk about “determining a fit” or “seeing if we’re a match for each other.” This simple wording emphasizes the personal connection. Whereas the very term “qualifying” has a mechanical, impersonal feel to it.
So what we try to do is share a relaxed conversation, rather than asking a pressure-filled series of probing questions. Your only purpose in cold calling conversation is to make clear to them that you aren’t sure you have a match, and to assure them that you’re really okay if you don’t.
Rather than grilling people with questions, you just engage them in a conversation about the truth of their situation. You’re essentially saying, “Let’s just talk and see if it’s a fit.” When you do this, you’ll learn what you need to know, naturally and comfortably, without forcing anything. And potential clients will feel more comfortable sharing the truth of their situation with you.
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
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