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  Category: Articles » Business » Marketing & Promotion » Article
 

How to End the Cold Calling Game of Chasing a Sale




By Ari Galper

4 steps to warm up cold calling conversations

Our thoughts are always at the basis of our behaviors. If our thoughts are fixed
on the goal of making a sale, then we¡¯re not really being forthright. We¡¯re not
focused on the conversation or the truth of a situation. We¡¯re chasing people --
or at least chasing the sale.

Here are 4 important steps to help end the ¡°chasing game¡± in our cold calling
efforts.

1. Avoid reading from a script
Life is not a script, nor are normal conversations. When we read from a script,
we¡¯re not being natural. We¡¯re playing a role. And that means we¡¯re chasing a
sale rather than enjoying an opportunity to meet someone new and find out if
we can help them. Allowing a conversation to naturally flow helps you enter
into a dialogue based on trust, which lets your potential client¡¯s real issues
emerge. Formal scripts, on the other hand, don¡¯t give you the freedom to take
conversations in the direction they may naturally want to go. And this feels
stilted and awkward.
If you begin to view your cold calls as conversations or dialogues, you¡¯ll find it
easy to let go of the idea of scripts. And you¡¯ll sense the shift of the energy in
your conversation when the emphasis of the call is about the person you¡¯re
talking with and not about your making a sale.
So generate a spontaneous conversation, based on the problems you can
help the other person solve. This will diffuse your feelings of being awkward
and artificial, and allow you to enjoy the journey.

2. Address a Core Problem
People connect with you when they feel you understand their issues before
you focus on yourself and your solutions. Come up with two or three specific
problems that your product or service solves. And talk about it with the
potential client first, before offering your sales pitch. When you offer your
presentation or solution without first involving the other person by talking about
a core problem they might be having, you are focused on the sale rather than
the conversation. And your whole energy tends to drive the interaction into a
sales mode. Remember, whenever someone feels ¡°chased,¡± they usually run.
So stop for a moment. Convey that you¡¯re a problem solver. Invite a mutual
exchange of information that explores whether there¡¯s a possibility that the two
of you might work together. Help them understand that your thoughts and
goals are not focused on selling them anything at all.
Most people will welcome your interest in their problem as long as you¡¯re not
operating out of the hidden agenda of making a sale. So overcome the
temptation to discuss what you have to offer and move into focusing on your
caller¡¯s world. Invite discussion, express interest, and stop chasing the sale.

3. Uncover the Truth of the Situation
Make your objective to uncover the truth of the potential client¡¯s situation and
to be okay with the outcome, whether it¡¯s a yes or a no. We can do this by
checking in at various times in the conversation to make sure it makes sense
to continue the dialogue. If we just move ahead without doing this, we¡¯re in
¡°chase mode.¡± And in this case, we may be chasing something very
unrealistic for this particular potential client. So we ask important questions
such as, ¡°Is this a top priority for you to solve right now?¡± We may find that the
potential client is very interested in working with us, but the budget or staffing
may simply be too thin at this time.
We stop at various checkpoints in our conversation to make sure we¡¯re
moving ahead together. If our thoughts are fixed only on our own goal of
eventually securing the sale, we can miss very important signals that the other
person may actually have no intention of following through.

4. Where do We Go From Here?
Here¡¯s something very surprising. Allow the conversation to end without
chasing other person into an sales appointment or commitment, and the other
person will often be the one who initiates further contact. So when you feel as
if the conversation is coming to a natural conclusion, you can simply say,
¡°Well, where do you think we should go from here?¡± This question reassures
potential clients that you¡¯re not using the conversation to fulfill your own
hidden agenda. It invites the other person to take charge of where things are
going, and all you need do is follow along.

When you stop chasing the sale, you¡¯ll be truly surprised at how often the sale
gently awaits you within a friendly conversation focusing on the needs of
others.


 
 
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

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  Some other articles by Ari Galper
How to Cold Call with Integrity
You probably never tell potential clients your real goal in calling them, but you don¡¯t need to. They¡¯re already aware, because we¡¯re all ...

How to Stop Cold Calls from Feeling Intrusive
4 key ways to be seen as helpful while cold calling Can¡¯t you tell when somebody wants something from you? I certainly can. And it usually feels ...

How to Diffuse Cold Calling Pressure Points
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 ...

7 Ways to Jump Start Your Cold Calls
Cold calling has to be one of the most feared aspects of every sales person's and business owner's day. With some important key tips, you can make ...

7 Keys to Turning Cold Calls Into Warm Calls
Let's face it when it comes to cold calling many of us fear being rejected. What if I was to tell you I have come up with 7 keys to ...

  
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