So before picking up the phone, re-think your focus. Remember, if your focus is on making the sale, you’ll probably “lose” your prospect’s interest within the first several seconds.

Instead, let your immediate goal be to make the other person feel comfortable with you. If this doesn’t happen within the first few minutes, it’s not likely you’ll be invited into a deeper conversation. So change your focus from making the sale into forming a relationship during your cold call. Use your natural voice tone. And choose phrases that focus on the other person’s needs rather than on what you have to sell.

When you start a normal conversation with someone new, you probably don’t talk exclusively about yourself. And yet that’s the training you’ve probably received around how to make cold calls. You’ve been taught to present a pitch about yourself, your company, and what you have to sell. You’re not really inviting the other person into a conversation.

So how can you make a cold call that welcomes others into really talking with you? By focusing on their needs and challenges. When you’re willing to step into their world, people respond very differently to 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

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, October 24th, 2009 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.