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How To Use Your Right Brain When You Cold Call
Unlock the power of your right brain for cold calling success!
by Ari Galper, Founder of Unlock The Game ®
Do you struggle with the process of cold calling? For many of us, it’s a grueling experience. That’s because we try to carry on a conversation from a rigid, linear place. We’re trying to follow a strategy or a script. Thus, when it comes to having a relaxed and enjoyable cold calling conversation, it just doesn’t work very well.
Our “right brain” is very different from step-by-step, logical, linear processes. It’s organic and intuitive. The right brain is all about things like speech and relationships.
So why do we turn off this very skilled part of ourselves when we’re doing exactly that in cold calling -- having conversations and engaging in some kind of relationship with a fellow human? Well, we’ve been trained out of it. We’ve lost the normal flow of our intuitive, right brain abilities in cold calling. We’ve swapped it for sales scripts and strategies, opening and closing “lines.”
In some ways, you could say that we’ve become less human in our cold calling. All the intuitive elements have been taken out of the cold calling process. We’re focused on the sale, not on the person. We’re reading a script rather than really talking. We’re making a pitch, not listening.
Doesn’t this sound kind of like a game to you? Make a pitch, counter objections, and offer a closing line -- all with the intention of acquiring a sale. This is why most of us associate cold calling with the worst of what selling is all about. It’s the “going to war” concept. You put on your armor and play a mind-and-word game with someone you’ve never met.
On the other hand, what if we engaged the power of our right brain to bring us out of that place into real person-to-person contact? What would happen? Well, the first thing is that you would relax. Your right brain is more interested in the experience than in the goal. You would find yourself less rigid and less tense. Your cold calling speaking voice will have less of that telltale “salesperson” tone. You’ll feel more normal, speak more easily, and let a conversation move at its own pace and focus.
When you do this, others respond to you more naturally because they won’t feel chased. Many people really do genuinely enjoy the opportunity for pleasant connection, whether interested in buying or not.
Here are six keys to adjusting your mindset to tap into the power of your right brain when cold calling:
1. The right brain is interested in process, not outcomes.
Before you make a cold call, make sure your focus isn’t on making the sale. That’s the goal. Putting all of your focus on a goal sabotages your enjoyment of the process itself. Therefore, think to yourself, “My goal is not to make the sale but to create a conversation based on how I can help the other person.”
2. The right brain is intuitive, not calculating or manipulative
When you’re making your cold call, avoid changing whom you are in order to secure the sale. Be your everyday relaxed self -- as if you’re calling a friend. There’s no need to be “on stage” or artificially enthusiastic.
The right brain is genuine, normal, relaxed, and decidedly non-artificial. This is a great way to be when talking with potential clients. People know when you’re being genuine and when you’re not. Thus, they always respond much more positively to someone who’s being “real.”
3. The right brain is flexible rather than linear
Throw out your linear sales script and strategies. Generate a spontaneous conversation based on the problems you can help the other person solve. Allow your cold calling conversations to “breathe.” Allow the topic to wander a bit from time to time.
4. The right brain sees things holistically
View the person you’re calling as another person, not a “prospect.” Let go of the “buyer-seller” mentality. You are not wanting to “get” a sale from somebody. Your focus is on the bigger picture, which includes the wellbeing of your prospect as well as yourself.
5. The right brain is open-ended, not rigid
Don’t worry about driving the cold calling conversation forward. Instead, open your call with a statement that focuses on a problem you can solve and invites a response like, “What do you mean?” or “Tell me more.”
When you start tapping into the power of your right brain while cold calling, you’ll start to have fun. You’ll be amazed at how people respond to you. What’s more, at the end of the day you won’t be burned out. You’ll be energized and truly happy.
This is the power of your right brain.
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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