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5 Ways to Make Quality Cold Calls

No matter what you are promoting or selling whether it is a product or a service you should be able to understand their situation. Old school techniques do not teach the individual how to relate to the potential clients/customers. It does not get to the feelings one has about the typical “salesman”. If we do not address this problem we will not be successful with our current sales behaviors, continuing to loose trust on a large scale. We will continue to think that if we look for the right Old-School technique we will get the desired result we want.

However that is the problem:

Old school techniques do not give your results!

New Thinking = New Results

(New thinking gives you results!)

When ever you chase or challenge a prospect you just cause more pressure and cause them to close up. If you want to find out if the prospect is even a fit for your product or service you must reopen the conversation. Building trust with the prospect will give your prospect reason to open up to you.
Old methods simply add pressure and cause them to shut down. Then they really just want you off the phone…hence they will say “Sure why don’t you send me your information!” or something like “I am not ready yet but why don’t you give me a call later and we can set something up?”

Here are 5 new methods to help you with your cold call and rebuild your self confidence with integrity.

1. Stop giving a sales pitch and have a natural conversation:
When calling a prospective client, never make a reference to yourself or company. Instead make a conversational statement like “Hello…I was wondering if you could help me for a moment?”
Take a moment to think about this...Instead of pitching to the prospective client you are opening up for a two-way conversation. Letting them know you are looking for their help.

2. Try to find out if you and the prospective client are a good fit first.

By opening up conversation instead of jumping into you, you can make room to find out if the services or products you provide are what the prospect can use or if it will solve their problem. Opening up conversation not only takes the pressure off the prospect but yourself as well.
When you focus your conversation on the problems the client has the you can solve you will get the extra direction you need from the prospect.

3. When you loose the sale it will be at the beginning of the sales process and not at the end of the process or chase.
If you are loosing the sale and it is at the end of the sales process, rethink your steps. Analyze the steps you took that lead you there. Did you start with a conversation or a sales pitch? Did you use traditional languages?
That pushes or promotes your product too much? If you use the traditional language this will give your prospect a negative “Salesperson” view of you changing your mind-set and the way you speak to your prospective clients will change their view to “Sales Consultant” this will generate or build trust in your relationship.

4. Sales pressure = Rejection: When you add pressure to your conversation you will block off the prospect. If you eliminate the pressure and diffuse the situation you will never have to worry about rejection again.
You must remember that you trigger rejection! The things you say…the tone of your voice…the mental agenda you have when you pick up the receiver. The phone call starts before you pick up the phone. It is important that you change your current mind-set so that it doesn’t leak into your conversation. You thoughts can mess up all you have accomplished even in the middle of you conversation.
Prospects will raise their defensive flags at the slightest sign of a “Salesperson” no matter how long they have been chatting! You can change that danger simply by changing your way of thinking even before you decide to call that prospect. Place your focus on having a good conversation instead of making the sale or setting the appointment and rejection will not haunt you again!

5. Don’t chase prospects make sure they are a fit first! Chasing prospects is an old-school technique and working to find out whether you are a fit will open up more options. The prospect will probably open up decisions to move forward for you-getting rid of the chase all together.

If you implement a change in your current mind-set you will find that many possibilities will open up for you. You will find that the new clients you have will be more open, and forth coming then you can even imagine.

Article Source: http://www.freeforallarticles.com

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 www.UnlockTheGame.com