7 Cold Calling Secrets Even The Sales Gurus Don't Know
By: Ari Galper
More and more e-mails are arriving in my in-box from people who
hate cold calling. Here's what they're saying:
Cold calling the old way is a painful struggle.
- "Cold calling terrifies me."
- "The phone feels like a 10,000-pound weight."
- "Every time I have to make a cold call, I freeze up."
- "I feel like a fraud when I'm cold calling."
- "I can't take the rejection when I do cold calling. It just kills me."
- "I've gone from top producer to 'hermit' because of my mental brick wall
when it comes to cold calling."
But you can make it a productive and positive experience by changing your
mindset and cold calling the new way.
To show you what I mean, here are 7 tested cold calling ideas that even the
sales gurus don't know.
1. Change Your Mental Objective Before You Make the Call
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, the people you call somehow always pick up on your mindset
They sense that you're focused on your goals and interests, rather than on
finding out what they might need or want.
This short-circuits the whole process of communication and trust-building.
Here's the benefit of changing your mental objective before you make the
call: it takes away the frenzy of working yourself up mentally to pick up
All the feelings of rejection and fear come from us getting wrapped up in
our expectations and hoping for an outcome when it's premature to even be
thinking about an outcome.
So try this. Practice shifting your mental focus to thinking, "When I make
this call, I'm going to build a conversation so that a level of trust can
emerge allowing us to exchange information back and forth so we can both
determine if there's a fit or not."
2. Understand the Mindset of the Person You're Calling
Let's say you're at your office and you're working away.
Your phone rings and someone says, "Hello, my name's Mark. I'm with
Financial Solutions International. We offer a broad array of financial
solutions. Do you have a few minutes?"
What would go through your mind?
With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari Galper discovered the missing link that people who sell have been seeking for years.
His profound discovery of shifting one's mindset to a place of complete integrity, based on new words and phrases grounded in sincerity, has earned him distinction as the world's leading authority on how to build trust in the world of selling.
Leading companies such as Gateway, Clear Channel Communications, Brother International and Fidelity National Mortgage have called on Ari to keep them on the leading edge of sales performance. Visit http://www.unlockthegame.com to get his free sales training lessons.