Why do cold calls based on the old-school traditional mindset break down so quickly? Because we usually start with a predictable introduction and a mini-sales pitch. Right away the other person puts up “The Wall” and we’re trying to scramble around it.

None of us intentionally want to create uncomfortable situations with other people. It’s against our nature as human beings. But that’s the core reason why many of us who make cold calls get that knot in our stomach, even if it’s just for a fleeting moment.

We naturally want to avoid making the person we’re calling feel uncomfortable — and also to avoid doing anything that will cause that person to reject us. However, our attempts to cope with the internal stress we’re feeling can actually cause us to tense up when we make our cold calls. So we find ourselves talking more loudly, more enthusiastically, and with a lot of “forward energy momentum.”

But most cold calls break down the moment our prospects feel that forward momentum. Why? Because they don’t know us. The momentum we’re trying to impose triggers suspicion and puts them into a defensive place as they try to protect themselves from a potential “intruder” whom they suspect has a self-serving agenda.

The people we call reject us when they feel sales pressure from us…it’s that simple. Telling us “no” or even hanging up are simply self-defense mechanisms that people use to protect themselves from what they perceive as an invasion or an attack.

So how do we eliminate or diffuse rejection? In keeping with the new cold calling mindset, we do this by not creating any sense of pressure. By our never being focused on our own needs, goals, or agenda. And by communicating to the other person that we’re calling with 100 percent of our thoughts and energy focused on his or her needs.

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 Wednesday, February 24th, 2010 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.