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.

STATEMENTS TO REGAIN FOCUS

You might consider using phrases like these:

• “Well, based on what we’ve talked about so far, where do you think we should go from here?”

• “You know, I was just thinking that the idea of calling you today was to essentially figure out if there are particular issues that I can help you with. Help me understand in my mind – are these the sort of issues happening right now in your world?”

• “Well, can we take a few steps back? I don’t want to make any assumptions. What might make sense is if you can share with me exactly how you’re feeling right now, what you’re missing, what you’re thinking about, what you feel would be necessary to help you along the way, and I’ll see if I can help you.”

Along with your mindset of service, this kind of language makes it easy for you to refocus the conversation without introducing sales pressure. Remember, it isn’t enough to stop focusing on the sale or get them liking you. You need to re-center your focus on the truth about 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

Tags: cold call, Cold Calling, cold calling techniques, cold calling tips, cold calling training, sales rejection, sales techniques, Sales Tips, Sales Training

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