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What is Cold Calling : Back to the Basics

When we started in the cold calling game fellow marketers and salesmen told us that cold calling was all about the numbers. They talk to you about the more people you call the more chance you have of making the sale.

This old school method while useful 10-20 years ago is wearing out quickly. Many people hang-up on the “Salesy” Salesperson. Not even listening to all the script they were so diligently taught to give. So how do you tell which style you currently have? Most likely it is the traditional means of selling; with the overall agenda of getting the sale.

Here are a few ways to tell if you are using the traditional method of sales:

1. If you think about getting the sale before you pick up the receiver.

2. If you speak to the prospect with over enthusiasm.

3. If you push the sale throughout your call.

4. If you believe that cold calling is a numbers game.

5. If you overcome objections within your cold calls.

6. If you open the call talking about you instead of the prospect.

7. If you talk about follow up directly with the prospect during the first call.

8. If you work from a sales script.

9. If you hide you overall agenda from your prospect.

10. If you are stressed out when you get home at night.

The overall agenda of traditional sales is to make the sale by any means, this not only adds “sales pressure” to the prospect but it will stress you out as well. When you go home you will still feel the brunt of the calls on your shoulders. Cold Calling doesn’t have to be painful; it is not suppose to create tension in the salesperson. It was created as a way to open up communication between a prospect and salesperson.

I know you are asking your self isn’t that the point of cold calling…to get a sale? Well we all want a sale but the overall agenda can’t be for you to make a sale…or you will lose the prospect. You must change you way of thinking. Instead of thinking of the Cold Call as a prospect think of them as a person first.

With the agenda to help them, to give them some sort of direct help with their current issues. If the product or service you are providing for the prospect can’t help them with their concerns or issues why would you want them to buy it? You need to know if you are a fit with them before you go any further in the sales process.

The New Mind-Set to cold calling brings you a stress free, painless and positive approach to sales. You can learn to build trust, and relationships in the first call. So what is cold calling?

That’s easy it is a way to initiate conversation between a new prospect and Sales Advisor.
Think about it the next time you make a cold call.

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