If you’ve been trained in the old traditional sales approach, you’re hoping to make a sale whenever you dial the telephone. The problem is that the people you call somehow almost immediately notice your mindset. They sense that you’re only focused on your own goals and interests, and this short-circuits the whole process of communication and trust building in cold calling.

So try this. Practice shifting your mental focus into thinking, “When I make this call, first I’m going to build a conversation.”

When you build a conversation and exchange information instead of persuading or pressuring someone to buy, then the other person can feel much more relaxed. And “The Wall” won’t be triggered.

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 Tips, Sales Training

This entry was posted on Sunday, December 7th, 2008 at 10:00 am and is filed under Cold Calling. 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.