| |
How to Diffuse Cold Calling Pressure Points
By Ari Galper
Stop your expectations from sabotaging cold calls
Sales pressure is a mighty saboteur. And it comes in all shapes, sizes, and
flavors. Beginning any conversation with the anticipation of a sale puts the
whole conversation under pressure. This doesn¡¯t normally create good
outcomes. It usually triggers pressure, resistance, and tension.
People have received so many calls with such a strong focus on sales that
they respond in a defensive manner to any sales calls at all. If you can release
your expectations while making a cold call, you¡¯ll diffuse the underlying
tension that comes with sales pressure. And you¡¯ll be surprised how often
others will welcome talking with you.
Most of us truly believe that our product or service can help others, so we
assume that anyone who fits the profile of a potential client should buy what
we have to offer. Isn¡¯t that one of the first things we learn in our sales training?
But this is a recipe for disaster when it comes to cold calling. When we make a
call assuming someone will be interested, we¡¯ve automatically moved into
expectations. No matter how well camouflaged they are, sales expectations
block the flow of natural conversation and put pressure on the other person.
So move away from making any assumptions when making cold calls. After
all, how much sense is it to have assumptions about someone you¡¯ve never
spoken with? How much can you possibly know about their problems, issues,
needs, budget, or other key information?
If you approach your calls from a place of genuine interest rather than
expectations, you¡¯ll diffuse any sense of sales pressure. The other individual
will relax and the interaction will flow naturally.
However, if you¡¯re already convinced in your own mind that they should be a
fit, certain pressure has already started before the conversation has really
even begun. The last thing you want is to introduce this into the conversation.
So rather than moving into a sales presentation immediately, maintain the
natural flow of interaction instead.
You can diffuse underlying sales pressure within any conversation by focusing
first on whether you are a good fit. Invite the other person to focus on this with
you. And determine together whether a good business relationship might
genuinely be possible.
When our honest objective is not to make a sale but rather discover the truth of
the situation, we have released expectations. The key is to offer options, so the
person we¡¯re talking with doesn¡¯t feel pressure from us. This would only trigger
the defensive reactions we¡¯re trying to avoid.
Overcome the temptation to immediately discuss what you have to offer.
Instead, help the other person overcome the fear of who you are and what is
expected. Potential clients are much more likely to respond to you when they
are not subjected to an immediate mini-presentation. This approach usually
just creates suspicion and rejection.
So allow the conversation to have a natural sense of rhythm. Define mutual
interest before launching into a description of your solution to a problem you
probably know very little about at this point.
If you¡¯re still caught up in the traditional mindset of making the sale, your voice
and demeanor will be full of expectation. Although you may even be using the
¡°asking questions strategy,¡± you are really thinking about moving the
conversation into the sales process. Others will subtly (or overtly) react to this
expectation with resistance.
It¡¯s perfectly fine to describe your product or service. However, you must
introduce this at an appropriate time.
So be relaxed and low-key. Otherwise you risk introducing sales pressure
immediately.
Rather than a presentation, you might begin with the question, ¡°Hi, maybe you
can help me out a second?¡±
The person will almost always respond by saying ¡°Sure. How can I help you?¡±
You¡¯ve now diffused any immediate sales pressure. You¡¯re being genuine
and not using the canned phrases that every other salesperson is using.
You¡¯ve gotten rid of the usual initial pressure and tension that comes along
with sales expectations.
When your expectations are released, others won¡¯t feel you¡¯re trying to lead
them down the path to a sale. They are usually willing to examine along with
you whether a business relationship might be good.
So there you have it. Release your expectations to avoid conveying a sense of
sales pressure. Potential clients become more interested and involved as a
result, and also much more truthful about where they stand.
About the Author
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.Unlock-The-Cold-Calling-Game.com
Article Source: http://www.simplysearch4it.com/article/13792.html
| If you wish to add the above article to your website or newsletters then please include the "Article Source: http://www.simplysearch4it.com/article/13792.html" as shown above and make it hyperlinked. |
| Some other articles by Ari Galper | |
| |
|
|
|
