Wouldn’t it be great if you could make cold calling pleasant for both you and the other person? Well, it’s very possible, if you’re willing to remove sales pressure from the interaction.

Why? Because sales pressure is the underlying cause of all tension in cold calling. You’re pressuring yourself to make the sale, and you’re also pressuring the other person to buy what you have to offer.

In the old traditional mindset, you’ve been trained to approach cold calling this way. You’ve been encouraged to be proactive, assertive, and maybe even aggressive in your sales efforts. But this creates sales pressure. It throws the entire conversation into a push-pull scenario instead of a relaxed, mutual exploration.

So if you remove pressure from your conversations, then your cold calling can become relaxed and productive instead of stressful and tense. But first it’s important to recognize some of the many hidden ways you can create pressure in your cold calls.

Below is on of them:

“Get the Sale” Tunnel Vision

If you’re like most people who make cold calls, you’re hoping to make a sale – or at least an appointment – before you even pick up the phone. The problem is that this mindset short-circuits the whole process of relaxed conversation. Whenever there’s a goal, there’s also an underlying “win or lose” tension that your prospects experience as sales pressure.

But when you’re focused on building a conversation, there’s no tension. You’re simply exploring whether you can provide a solution to someone’s problem. This provides a stress-free environment for a productive, mutual exploration.

So when your focus shifts from “making the sale” into “building a conversation,” you’re not introducing sales pressure. Tension evaporates. And now you’re free to enjoy the interaction. And as long as you’re sincere, others are more likely to enjoy it too.

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 Sunday, August 24th, 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.