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Exactly How To Take The Suspicion Out Of Your Cold Calls
Why do cold calls based upon the old-school traditional mindset break down so soon? Simply because we commonly start with a predictable intro to Sales Training and a mini-sales pitch. Right away the other person puts up "The Wall" and we're seeking to scramble around it.
None of us purposely want to create distressful situations with other folks. It's against our nature as human beings. Nevertheless that's the key reason why a lot of us who make cold calls get that knot in our stomach, even though it's only for a fleeting moment.
We obviously want to prevent making the person we're calling feel uneasy and also to stay away from doing anything that will cause that individual to reject us.
Nevertheless, our attempts to cope with the internal anxiety we're feeling can actually cause us to nervous up when we make our cold calls. So we find ourselves talking more loudly, a lot more and with Sales Training lots of forward energy momentum.
It's almost as if our bodies are getting prepared for battle, and the tension we're feeling provides us the energy to push ourselves forward on the call for Sales Training.
But a majority of cold calls break down the moment our prospects feel that forward momentum. Why? Simply because they don't know us. The momentum we're trying to impose triggers suspicion and puts them into a protective place as they try to safeguard themselves from a potential "intruder" whom they suspect has a self-serving agenda.
The individuals we call reject us when they feel sales pressure from us...it's that easy. Telling us "no" or even hanging up are simply self-defense mechanisms that individuals use to protect themselves from what they perceive as an invasion or an attack.
Individuals reject us when they feel pushed by someone they don't know. Specifically when that person knows nothing regarding them or their world, and who clearly desires to sell them something.
So how do we get rid of or diffuse rejection? In keeping with the new cold calling mindset, we do this by not creating any feeling of pressure. By our never being focused on our own requirements, goals, or agenda. And by communicating to the other person that we're calling with 100 percent of our views and energy focused on his or her requirements.
You might be thinking, "That's great, Ari. However that's already how I approach my calls. I make sure to ask people questions about their needs, but they still don't seem to trust me. They still seek to end the conversation by saying no or raising objections. And I end up feeling unhappy and frustrated."
Why are you still experiencing the disappointment of not being able to create confidence with potential clients on cold calls? The answer may be that you're still caught up in the traditional sales mindset. Your focus is still on making the sale although you're utilizing the "asking questions strategy."
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