Usually when cold calling all of us make the assumption that if the prospect shows the slightest amount of interest in the product or service they will buy. We push hard to find the sale. This technique is a normal sales method. We are often taught from the beginning to use this kind.
If they person says “No” change it to a “Yes”; if they hang upward you simply move to a higher prospect. The numbers game of cold calling and is also no longer needed for you to effectively cold call. With the new mind-set you’ll not have to feel stressed or dangerous to pushing the prospect to the sale… because the sale isn’t the main goal or objective inside new mind-set.
When you try too hard to make the purchase you:
Create stress in the prospect and in you
Cause sales pressure within the call
Cause the prospect that will put up their “defensive wall”
Send red-flags to your prospects
This tactic in cold calling is still used however there is a better way. The new mind-set may teach you that you will need to find out if they may be a fit… before you try to incorporate your goods and services into the conversation.
Remember that pushing the actual sale on the prospect mustn’t be your main goal or objective. You should first learn if your service or product can help them with their current issues… and treat them as being a person and not a different sale.
Understanding that red-flags lead to tension between you whilst your prospect and this pressure will only bring about negative tension. Positive responses are what you need to achieve a strong and trust building link with those you are getting in touch with. This positive attitude may also give you and your business respect in the eyes of this prospects improving the future of this company.
Use of old techniques will take stereo-typing and bad publicity by yourself and your company that will affect your success in the negative way. Once you have learned to re-program your brain to feel comfortable talking with the prospects and not pushing the sales you will note the difference in precisely how your prospects are responding to your calls. You will also go to a positive response to your voicemails-emails-and another ways you contact your prospects. Remember that cold calling doesn’t need to be painful or uncomfortable.
Ari Galper, founder of Unlock the action, makes cold calling easy and simple. Learn his free frosty calling secrets even the sales gurus do not know
Ari Galper, the World’s #1 Sales Trainer and expert on trust-based Cold Calling, is the creator of Unlock The Game?, the leading sales approach being adopted by companies across Australia, in Sydney, Melbourne and Brisbane. You can take a Free Test Drive of Ari’s Cold Calling approach at https://www.FreeColdCallingTipsBlog.com