Free Cold Calling Tips - How to Get a Call Back From Your Cold Calls

The World's #1 Authority On Trust-Based Selling^TM

How to Get a Call Back From Your Cold Calls
by Ari Galper, Founder, Unlock The Game

What’s the most common reason prospects stop communicating with you? They think your going to pressure them. They’re afraid that, even if it’s subtle, we’ll apply pressure to close the sale.

So how do we reassure them we aren’t going to pressure them? By staying focused on the truth of the situation rather than on getting the sale. And by using language that clearly reflects this.

Here are 5 steps to take when your preparing to call prospects that have stopped communicating with you:

1. Get Clear.

Review any notes on past calls and bring yourself up to date regarding the person and the situation

2. Let Go.

You may find it useful to just sit silently for a few minutes with your eyes closed, breathing deeply and consciously, accepting that this sale is probably gone.

Let it go, so that when you call, there’s no part of you hoping or pushing for it. You need to decide that it’s really not about the sale – it’s about learning for next time. And that’s a big leap, isn’t it?

3. Offer an apology

An apology is a very good way to eliminate any appearance of sales pressure. You’re calling to apologize for something that went wrong along the way that’s caused them to stop communicating with you.

Basically, you can’t do anything but start with yourself. Because if you go anywhere else, they’re going to think that you’re focused on just getting the sale.

4. Decide what to say

When you reach them (or if you have to use voicemail or email), you can say something like this:

• “Hi, Jim, it’s Kristen. I just wanted, first of all, to call and apologize. I’m not calling about the sale, or about the proposal or product. I’m only calling to try to get some feedback as to where we went wrong along the way that might have caused some drop-off in communication.”

• “Hi Bob, It’s Tom. I’m calling, not to move the sale ahead, but to apologize that we ended up not being able to connect. I’m assuming that you’ve probably moved forward with somebody else or decided not to move ahead with the project. And that’s fine, but I wanted to see if you could just help me learn, for the future, how we could have approached this, or your problem, in a different manner.”

5. Act as You Would in Your Personal Life

Remember to use a very natural tone of voice that shows you’re not hungry for the sale. Very simply, we’re talking about the kind of communication that most of us use in our personal life, and applying it to the people we deal with in our business life.

If you approach them in a natural, human way, they’ll probably explain the situation. Prospects will most likely respond with something like, “Well, let me explain what’s going on.”

When you’re not pressuring them to move the sale forward, they feel comfortable revealing to you what’s happening.

You may want to spend a little extra time letting them know that you really are okay with whatever happens. You can’t probe for the truth or force it to appear, any more than you can force a tree to grow faster. All you can do is create a safe space that allows trust and truth to emerge.

These 5 steps remove the focus on getting the sale entirely. This lets you re-build a bridge of trust so that you can reconnect at the level of human beings – not in the artificial roles of buyer and seller.

Keep in mind that in these 4 scenarios, you’re caring about what’s going on with the other person. Because of this, trust is built and relationships are deepened. That’s a very good place to be during every phase of your cold calling process.

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?

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.

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 selling"

"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

Want to learn more?
Get FREE Access to The Teleseminar
That Put the Old 'Sales Gurus'
Back Into Sales Pre-School!

Learn how to:

	Make less cold calls - and get better results
	Rip up your sales script and easily get your message across
	Change from the "Dreaded Salesperson" to a trusted advisor in a matter of minutes
	Get rid of your "Fear of Phone" once and for all
	Stop chasing prospects and gain the respect you deserve

Take The Free Test Drive: Enter your First Name, Last Name, Primary Email, Phone Number, Industry, Country below to get the first of your 10 free Unlock The Game cold calling audio mini-lessons:

ftd-top

ftd-left-ari

ftd-bottom2