Colli Real Estate

Cold Calls – a new way to open

Most of us design our cold calling around scripts and strategies. Is this not how we were taught by the sales gurus? Scripts are linear and systematic so you can make calls in the direction where you want them to go. sales strategies do the exact same thing.

That's why when we make a cold call, the other person knows right away that our agenda is not to have a conversation, but to make a sale. There is something about scripts and sales strategies – it always shows. We are not natural, and others may feel that in the first few seconds we went out to make a sale. When this happens, potential customers are immediately put on the defensive. They want to be manipulated by a sale. Once they recognize that you are a vendor with an agenda of selling, mostly, they just want you to go away.

That's what I call "The Wall". It goes something something like this: "Uh-oh, another vendor, I'm on the verge of being sold something How long can I get this person off the phone ..?" In other words, it's over at "Hello." Therefore, when you use the old cold calling method, which is using scripts and sales strategies, you trigger the negative "salesperson" stereotype in the spirit of the person you called. That almost always means immediate rejection.

The problem is how you sell, not what you sell. The traditional cold calling approach, which was taught by the marketing gurus for years, is to give an immediate step that you are and what you have to offer. However, it is a one-way conversation. In our normal life, it seems selfish to start a conversation by talking only to ourselves. Yet, in "cold calling" expect us to do exactly that. We begin with a monologue rather than inviting a dialogue.

In addition, we have all been trained to put pressure on the prospects for a "yes" somewhere in the first call. This creates sales pressure. The pressure exerted by a stranger is never welcome. He considers detrimental to another person.

The first step to overcome this is to let go of your script or a sales strategy as a crutch. This idea may sound scary at first because you been programmed to think you need a script or a strategy to make a successful call to cold. I assure you that the opposite is true. These ancient approaches to create a "box" that does not allow conversation to flow. You think on your agenda and after "the plan." The person at the other end of the phone meaning, and immediately begins to retreat.

Instead, start thinking on language that will engage people rather than the language that will trigger rejection. If you can start a conversation that triggers a "What do you mean?" the other person, you'll find that you can explain in a natural way. It also creates a two-way dialogue, which allows you flow of conversation without feeling you get off-piste.

Developing a problem statement that this whole process much easier. Discover what question or problem your potential customer is likely to be confronted, and build an open conversation about this.

Three basic steps for opening a dialogue and have a real conversation with your cold calls:

1. Start with the question, "Maybe you can help me for a moment? "The answer is almost always something like:" Sure, how can I help you? "

2. Continue with something like, "I'm just calling to see if your company is still having issues with unpaid invoices." The response without question is: "Well, yes, we are. Who is it? "

3. You can then respond in a very relaxed tone, "This is John. I'm with XYZ Collection Agency. I'm just calling to see if you would be open to new ideas on how best to solve this problem. "This makes it easier for the other person to respond: "What do you mean? "Or" Tell me more. "After that, the possibilities of your conversation are endless. Try these ideas to cold calling. You'll be amazed how much value you receive, both personally and professionally.

About the Author

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

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