What most advertising sales folks start with is an introduction. They talk about their advertising product or services that they offer. But with our problem solving approach, the question becomes, “What does advertising solve for people?” The first thought usually is that it gets people leads. It gets more branding.

Let’s go deeper than that. What do leads do for companies? Leads provide sales, right? So if I sell advertising, I might call and say, “Maybe you can help me out for a second. I’m just calling to see if your company is open to new ideas of generating leads for your business.” From this place, the discussion unfolds around their world, and not your advertising.

That’s the real shift in making your cold calls relevant to their world. Remember that conversational calls relax your prospect and allow them to open up to you. This allows you to find out if your prospect is in need of advertising and helps you build a good relationship with the prospect.

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

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