It’s actually not normal for us to start an interaction by launching into a self-focused monologue. As regular people, this just goes against our grain. Common courtesy dictates that initial conversations be dialogues, not monologues.

In normal conversations we would feel self-absorbed if we primarily talked about ourselves and what we have to offer. Yet in the traditional cold calling situation, it’s an accepted “norm.” We’ve been trained to read a script, follow a strategy, or give a sales pitch.

This really isn’t the way we’d like to relate to people, but it’s the way we’ve been taught.

We can break out of this artificial game of sorts by just being ourselves. Integrity and truthfulness means being authentic. We begin cold calling conversations with a natural focus on the other person. We find out their needs, and respond with genuine interest.

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 Tuesday, November 18th, 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.