There is a pressure-free way to reestablish communication when your prospect starts giving you the “silent treatment.” But first, it’s important to understand why the situation has happened in the first place.

Most of us who sell get caught up in “hopeium,” a comical term that means we focus our hopes and desires on making the sale. But hopeium can be a trap, because it’s impossible for you to keep in mind your most important goal: to learn your prospect’s truth while cold calling.

When we fix our minds on the outcome — making the sale — we automatically begin anticipating how the process will go, and we also begin expecting that things will happen as we hope they will.

But if we’re in that mindset and our prospect suddenly breaks off communication, we feel lost, anxious, frustrated, discouraged, and confused. We become preoccupied with what went wrong.

We may even feel betrayed. Is there any way to clear up the mystery? Yes, by giving up your agenda and learning the truth about where you stand with your prospect –and being ok with whatever the truth may be.

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 tips, cold calling training, sales rejection, sales techniques, Sales Tips, Sales Training

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