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How to End Your Fear of Cold Calling
3 Steps to changing your mindset about cold calling!
by Ari Galper, Founder of Unlock The Game ®
Most of us really dislike cold calling. It’s probably the most dreaded of all sales activity, and causes the most rejection.
But there are wonderful ways to think differently about cold calling. We can eliminate the negative experience that’s typical for both caller and receiver simply by changing our mindset. When we begin to think differently, we find that cold calling is no longer the fear-laden experience we’ve come to expect.
By adopting this new mindset, you’ll be able to enjoy calling again. And, for the first time, you’ll see other benefits to cold calling besides actually closing a sale.
Here are three key focuses that shift us into this new way of approaching cold calling:
1. Focus on relationship rather than salesmanship
Begin your cold calls with the idea of having a conversation around the other person rather than around your product or service. Let your whole focus be about whether you can assist the person you’re calling.
This allows a conversation to unfold naturally and easily around their needs. And it also helps you be more relaxed around the possibility that your solution really may not be a fit for them at this time.
Who doesn’t like the idea of meeting new people? And who doesn’t like providing help if we can? When your mindset is in this place, then gracious and easy conversations happen. You aren’t all tense about whether a cold call will result in a sale. You’re operating out of authenticity. You’re being a real person, talking to real people.
Can I be of help to you? You probably wouldn’t say these specific words, but it’s a mindset that’s easy to hold. And it’s also more easily received by potential clients. They won’t feel “chased” by your sales agenda. They’ll be more open to explore things with you. And you’ll feel the enjoyment of meeting new people and discovering whether you can help them.
When you focus on building this kind of connection with people, you’ll find yourself improving your life in many ways. One is the obvious. You’ll have better cold calling conversations. You’ll find your sales going up. nd you’ll also find yourself bringing much more professionalism into the actual experience of selling.
2. Focus on dialogue, not monologue
This new cold calling mindset is about having a true conversation, not a one-way script. It means genuinely anticipating cordial conversations with a new acquaintances.
This has to come from you naturally. It has to be a natural conversation. ou have to believe yourself that you’re calling to see if you can help someone with your product or service.
Once you begin to enjoy the idea of conversing with people and building trust with them, your whole being shifts into this new frame of reference. And you begin to be in a place where the sale itself will not affect your behavior.
When this happens, your fear of rejection goes way down and your enjoyment of the human connection goes way up.
This is where you become free of the old rules around cold calling because you’re not worried about the selling anymore. You’re only concerned with helping the client, regardless whether you make a sale or not. And that’s freedom. It’s freedom to be professional and authentic.
When you think of upcoming cold calls in terms of dialogue rather than monologue, then you aren’t focused solely on what you might get from the conversation. You’re operating out of an honest desire to assist, and this always means having a two-way conversation.
3. Focus on problem solving rather than product selling
No matter what industry you’re in, there must be a need for your product or service, or you wouldn’t survive very long. So whether you’re offering entertainment, bookkeeping, computer programs or anything else, you’re fulfilling a particular need.
This new cold calling mindset focuses on identifying these needs from the perspective of potential clients. Shift your mindset away from what you have to offer, and focus instead on what their problem is. Step into their world.
Most of us enjoy problem solving. We like to “fix things.” So it’s easy for us to come from a place of wanting to solve a problem. And that’s where we begin our cold calling conversations -- from their point of view, their difficulties, and whether we might be of service.
Human nature being what it is, we, as people, enjoy other people. And the more we help them, the more we get feedback that is supportive and positive.
We all want to enjoy our jobs and feel good about what we’re doing. One of the major benefits of this new cold calling mindset is to add credibility and integrity to what we do as professionals. When we humanize the process of cold calling, we step out of the typical one-sided salesperson persona, and that feels really good.
To your success,
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Is Selling Painful For You?
It's not your fault -- and there is a better way
Is this how selling is
starting to feel like for you?
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Old "tried and true" cold calling and sales techniques that were once successful have completely lost their effectiveness over the years. That's why I developed a new sales mindset and cold calling approach that will quickly and automatically put you ahead of the game and instantly in a league above your competition.
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OLD SALES GURU MYTH # 1 - "Cold calling is a numbers game." But, sales is only a numbers game when all you know is traditional selling. Yes, you can call people over and over, chase them until they listen to you so that you just go away. However there is a better - easier method of building trust and getting your product or service message across - all on one call. Simply by changing your sales approach you'll make FEWER CALLS and MORE SALES.
OLD SALES GURU MYTH # 2 - "Use a sales script to cold call." People can tell when you're reading from a script, even if you think you're pretty good at it and getting away with it. There's nothing personal about it and people can pick that up. Being artificial just puts you into the typical "Salesperson" category. If you can learn to get your message across in a different way, you'll eliminate the negative triggers that can lose your sale within seconds.
OLD SALES GURU MYTH # 3 - "Focus on closing the sale." Are you "going in for the kill" with your closing sale technique? - If you are, you could end up killing your deal instead. Old sales techniques do nothing more than pressure the client or prospect, and as a result they naturally want to retreat away from that pressure - and that pressure is you. By learning to avoid the "push and pull" dynamic between you and your prospect, you'll be able to move the sales process forward to get the result you want.
Welcome to Unlock The Game™
Unlock The Game is a radically honest sales and cold calling approach based on integrity and common sense. It challenges traditional sales thinking and helps you achieve better sales results.
It's the missing link -- a new mindset and language that converts selling into a natural conversation between you and your prospect.It offers you a new way of thinking about selling, from cold calling -- the most dreaded selling experience of all -- to the end of the sales process.
You don't have to abandon the selling skills you already know -- Unlock The Game gives you a new approach and new tools to help you let go of old behaviors that bring you negative results.
It's incredibly effective.
Best of all, it's easy to learn.
"Unlock The Game is a breakthrough that takes the rejection out of cold calling"
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"In a new age of frustrating and difficult selling challenges, more specifically the fear of cold calling, and starting new conversations without feeling rejected, Unlock The Game gives us all the answers to a natural way of engaging new prospects over the phone. Keep up the good work Ari!"
Brian Tracy is a leading authority on personal and business success. As Chairman and CEO of Brian Tracy International, he is the best-selling author of 17 books and over 300 audio and video learning programs. |
Brian Tracy |
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