If you follow the old traditional cold calling approach, as soon as you dial the telephone your focus is on acquiring a sale. And you’re probably using different techniques and strategies to guide your conversation towards that goal.

But I’m suggesting that you should consider releasing your sales agenda entirely when you make your cold calls. Why? Because whenever you focus on getting the sale, you inadvertently trigger resistance from the other person.

You see, when you have a sales agenda, others feel pressured by your expectations. And whenever pressure is felt, people naturally become wary and defensive. Because it’s just human nature to resist pressure.

Here is 2 reasons to reduce pressure in your cold calls:

1.Others Can Relax

When you release your sales-oriented agenda, others can relax and be more open to having a relevant, truthful conversation with you. And much more often, you’ll be able to explore together whether your product is a “fit” for them instead of being immediately rejected.

2.You Can Be Yourself so Others Can Be Themselves

When you release your sales agenda, you’ll also stop using the pitches and strategies designed to move things in the direction of a sale. You can become a real person again. You’ll be natural. And others naturally will respond to you.

When you’re being natural, you won’t find yourself trying to force a sale. And on some level, others will sense this. They’ll sense that it’s safe to be less defensive and that they can be much more open to talking with you about whether your product can help them.

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 Friday, February 26th, 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.