sales experts don't know the seven secrets of cold calling yet
an introduction:
Cold calling the old-fashioned way is a painful struggle. Change your mental goal before making the call. If you're like most people who make unexpected calls, you're hoping to make a sale or at least an appointment before you pick up the phone. The problem is that the people you connect with in one way or another immediately capture your mind.
Change your mental objective before making the transaction:
- If you're like most people who make unexpected calls, you're hoping to make a date-or at least a connection-before you pick up the phone.
- The problem is that the people you connect with in one way or another immediately capture your mind.
- They feel that you are focusing on your goals and interests, rather than knowing what they might need or want.
- This shortens the entire communication and trust-building process.
- Here's the benefit of changing your mental goal before making the call It removes the madness of working mentally to pick up the phone.
- All feelings of rejection and fear come from indulging in our expectations and hoping for an outcome when it is too early to even think of an outcome.
- So we will do this. Practice shifting your mental focus to thinking for creativity, “When I make this connection, I will build a conversation until a level of trust emerges that allows us to exchange information back and forth so that we can determine whether or not it is appropriate.”
Let's say you're at your desk and working away.
- Your phone rings and someone says, Hi, my name is Mark. I'm at Financial Solutions International. We offer a wide range of solutions for financial matters. Do you have a few minutes of your time?
- In other words, you basically end up with a hello, and you end up with a rejection.
- The moment you use the old cold calling style — the traditional presentation about who you are and what you have to offer, which all sales gurus have been studying for years — you release the negative stereotype of the “salesperson” into the mind of the person you called, and that means instant rejection.
- The problem is how you sell, not what you sell. This is an overlooked area of the selling world.
- We've all been trained to try to get potential clients to say yes to the first call. But this creates pressure on sales.
- But if you learn to truly understand and put yourself in the mindset of the person you're communicating with, you'll find it easier to avoid harassment.
- The fear of rejection is what makes cold calling so scary. Instead, start thinking about the language that will attract people and not the language that will attract their attention.
- Maybe something like Sorry, another salesperson. I'm about to sell
something. How fast can I get this person off the mobile phone?
Determine the main problem that you can solve
- We've all learned that when we start a conversation with a potential customer, we have to talk about ourselves, our product, and the solution we offer. Then we kind of hope that the person will connect with what we just said to them. the correct.
- But when you show your presentation or solution without first engaging the potential customer by talking about the underlying problem they might be facing, you are talking about yourself and not them.
- Potential customers reach out when they feel you understand their problems before you start talking about your solutions.
- When people feel understood, they don't put up a wall. They make people open to talking to you.
- Below is an example based on my own experience. Introducing Unlock The Game TM as a New Approach to Selling When I call the VP of Sales, I'll never start with Hi, my name is Ari, I'm with Unlock The Game, and I introduce the latest selling technology, and I'm wondering if you'd have a few minutes to talk now.
- Instead, I wouldn't pick up the phone without first identifying one or more issues that I know VPs often encounter with their sales teams. Unlocking problems can be solved.