Whenever our aim is to “get the sale,” we can’t relax and let the other person move things forward. We’re high energy and full of pressure. This means our potential client is always responding or reacting, rather than initiating anything.

When all you’re thinking is about leading the conversation to a “next step,” you’re trying to do two things at once. You’re trying to have a sincere conversation while still controlling the outcome.

Your potential clients can feel this conflict. They feel suspicious and react by holding back the truth of their situation. They simply don’t trust your intentions.

When you release any hidden agenda with moving your conversation toward a close, people feel that you’re focused on their needs and issues. They begin to trust you. And they’ll share truthfully what their real needs are and whether your product is a fit for them.

When you’re not focused exclusively on making the sale, then you can close with the phrase, “Well, where do you think we should go from here?”

This gives the green light for your potential clients to share clearly where they stand with you. You’ll be amazed at how often your prospect is the one who sets the appointment in your cold calls.

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 Friday, December 5th, 2008 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.