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4 Keys To Making Your Cold Call Stress-Free

by ajptaurus

From the traditional point of view, cold calling conversations
should constantly lead towards making sale. We've been given only
one path to follow, and that's getting a "yes."

This is why our language and energy feels stilted. We aren't
being genuine, and we aren't inviting the other person to tell us
the truth about where they stand.

Here are four powerful reasons to relax and stop trying to force
cold calls into sales:

1. When we're carrying forward energy momentum, others feel
pressured

Most cold calls break down the moment potential clients feel a
lot of forward energy momentum. That's because it brings a
feeling of being pressured. No one likes to feel even a little
manipulated, and that's what pressure is all about.

Sales pressure is a mighty saboteur that comes in all shapes,
sizes, and flavors. Making any cold call with the anticipation of
a sale puts the whole conversation under pressure. This doesn't
normally create good outcomes. It triggers resistance and
tension.

2. Anticipation of a sale blocks the flow of normal
conversation

Most of us truly believe that our product or service can help
others, so we assume that anyone who fits the profile of a
potential client should buy what we have to offer. Isn't that one
of the first things we learn in our sales training?

But this is a recipe for disaster when it comes to cold calling.
When we make a cold call presuming someone will be interested,
we've automatically moved into expectations. And this means we're
focused on trying to guide the conversation into a sale. Genuine
dialogue goes into the back seat, and sales pressure climbs to
the front.

So move away from making any assumptions when making cold calls.
After all, how much sense is it to have assumptions about someone
you've never spoken with? How much can you possibly know about
their problems, issues, needs, budget, or other key information?

If you approach your cold calls from a place of genuine interest
rather than expectations, both of you will relax and the
interaction will flow naturally.

3. When you explore whether you're a fit, then you stop chasing
invisible sales

If you're always focused just on making the sale, then you'll
miss the signals that a prospect isn't really going to buy from
you. You find yourself chasing phantom sales and wasting a lot of
energy.

You can diffuse this by first determining whether you and the
potential client are a good fit. Invite the other person to focus
on this with you. And determine together whether a good business
relationship might genuinely be possible.

When our honest objective is not to make a sale but rather
discover the truth of the situation, we're less likely to get
carried away with possibilities and potentials, and more likely
to hear the truth of what's being said.

We can disengage from people who really don't intend to buy from
us, and focus instead on potential clients who have a problem we
can solve.

4. When we're always trying to close the sale, sincere interest
doesn't have the chance to participate in the conversation

Whenever our aim is to get the sale, we can't relax and let the
other person move things forward. We're high energy and full of
pressure. This means our potential client is always responding or
reacting, rather than initiating anything.

When all you're thinking is about leading the conversation to a
"next step," you're trying to do two things at once. You're
trying to have a sincere conversation while still controlling the
outcome.

Your potential clients can feel this conflict. They feel
suspicious and react by holding back the truth of their
situation. They simply don't trust your intentions.

When you release any hidden agenda with moving your conversation
toward a close, people feel that you're focused on their needs
and issues. They begin to trust you. And they'll share truthfully
what their real needs are and whether your product is a fit for
them.

When you're not focused exclusively on making the sale, then you
can close with the phrase, well, where do you think we should go
from here?

This gives the green light for your potential clients to share
clearly where they stand with you. You'll be amazed at how often
you prospect is the one who sets the appointment.

Adam Price is a Senior Coach, for Unlock The Cold Calling Game,
making cold calling painless and simple. Learn the cold calling
secrets even the sales gurus don't know. To receive your 10 free
audio mini-lessons visit <a
href="http://www.UnlockTheGame.com/PersonalGrowth">http://www.UnlockTheGame.com/PersonalGrowth</a>

Syndicated by Top Gazebos - www.topgazebos.net

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