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  Category: Articles » Business » Marketing & Promotion » Article
 

How to Cold Call with Integrity




By Ari Galper

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 sensitive when the
phone rings and it turns out to be someone we don¡¯t know.

In the old traditional training, we learned the latest techniques for making a
sale. We talk to ¡°prospects¡± rather than with people. And we ¡°guide¡±
conversations along rather than letting them unfold naturally.

The way we do this sometimes might even be called a bit manipulative. After
all, we¡¯re relating to another person while holding an ulterior motive of making
a sale.

Where does honesty and integrity fit into this scenario? Well, most of us
honestly believe in our product or service. But beyond that, we carry a
somewhat artificial persona when we¡¯re cold calling. We talk with people for
the primary purpose of making a sale, and we¡¯re not really interested in them
or their world.

Doesn¡¯t this make you feel uneasy at times? It does to me.

So let¡¯s discuss some ways we¡¯ve been trained in the traditional sales mindset
that feel artificial and dehumanizing, and ways we can overcome them.

1. We intrude upon another person uninvited, with the goal of making a sale
It¡¯s against our nature as human beings to create uncomfortable situations.
We have a natural instinct for courtesy and connection It¡¯s usually hard for us
as regular people to call uninvited, because on some level it feels
discourteous. We can change that by changing our goal. What if our goal is not
to make the sale, but to find out if we can help someone? This shift makes us
more relaxed. And it keeps us in harmony with personal integrity.

2. We project ourselves as personable and friendly, while also holding an
ulterior motive for securing a sale. There¡¯s an inner conflict with integrity when
we find ourselves using our connections with others for self-gain. So we can
bring ourselves back into honesty and truthfulness by shedding ulterior
motives entirely.

We do this by focusing on whether we can provide something that will benefit
another person. We find out if they have a problem we may be able to solve.
And if it turns out we can¡¯t help with our product or service, we graciously
accept the outcome. By being honest and not playing a role, we find
ourselves really liking what we do. And when our ¡°ulterior motives¡± are simply
non-existent, people are more open to trusting us.

3. When we meet someone new, we immediately talk about ourselves and
what we have to offer. It¡¯s actually not normal for us to start an interaction by
launching into a self-focused monologue. As regular people, this just goes
against our grain. Common courtesy dictates that initial conversations be
dialogues, not monologues.

In normal conversations we would feel self-absorbed if we primarily talked
about ourselves and what we have to offer. Yet in the traditional cold calling
situation, it¡¯s an accepted ¡°norm.¡± We¡¯ve been trained to read a script, follow a
strategy, or give a sales pitch.
This really isn¡¯t the way we¡¯d like to relate to people, but it¡¯s the way we¡¯ve
been taught. We can break out of this artificial game of sorts by just being
ourselves. Integrity and truthfulness means being authentic. We begin cold
calling conversations with a natural focus on the other person. We find out
their needs, and respond with genuine interest.

4. We ¡°rev up¡± in an artificial way, hoping to carry the potential client along
with us into a sales process
When we ¡°pump ourselves up¡± with enthusiasm, it feels somewhat fake. It¡¯s
not our normal way of being, and it throws us out of integrity. And we also
appear artificial to potential clients. They become wary of possibly being
maneuvered into a sales situation.
If we can navigate a cold calling conversation without such games, people will
sense we¡¯re trustworthy. They react warmly and unhesitatingly to a
conversation that feels natural to them, and especially if it revolves around
their issues rather than our agenda.

So how do we approach cold calling in the most truthful way? We stop being
¡°salespeople¡± and become human. We engage in an honest dialogue rather
than a monologue. We look for ways to help others, and we¡¯re comfortable
knowing that our product or service may not be an honest ¡°fit¡± for them right
now. And we stop playing roles, especially the ¡°high enthusiasm¡± game.


This is what I mean by bringing integrity back into selling. It¡¯s unbelievable just
how rewarding both personally and professionally this can be.




 
 
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 End the Cold Calling Game of Chasing a Sale
4 steps to warm up cold calling conversations Our thoughts are always at the basis of our behaviors. If ...

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 inconvenient and intrusive. So you can understand, ...

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 ...

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 cold calling painless and enjoyable and ...

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 turning your cold ...

  
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