Free Cold Calling Tips - How to Avoid Cold Calling Burnout

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How to Avoid Cold Calling Burnout
by Ari Galper, Founder, Unlock The Game

Make cold calls without it taking a toll on your soul

Old-school traditional cold calling can take a toll on a person’s self esteem over time. It’s just not natural to have somebody hang up on us, or to experience rejection over and over each day.

Because of this, many of us tend to recoil at even the idea of cold calling. It’s a fear-laden experience that’s often depressing.
You see, most of us have a mental block around cold calling. We associate cold calling with the worst of what selling is about -- the “going to war” concept where we put on armor and play a mind game with someone we’ve never met.

All this can be avoided by simply shifting your frame of reference. Once you do this, you’ll actually look forward to the adventure of cold calling. You’ll overcome those moments when you find yourself sitting at the telephone physically unable to make a cold call because “burn out” has robbed you of the energy.

I’m suggesting that you do cold calling in a new way -- in a conversational manner. And without thinking about making a sale.

In order not to focus on “getting the sale,” you must first surrender to the outcome of your call. From this place and only this place, can you finally connect with your prospect at a human level.

When you do this, you’ll find yourself more relaxed. And the person on the other side of the phone will not feel like you’re there to make a sale, but to simply have a conversation with them to see if you can help in some way.

So the way to do this is to become someone who is genuine and helpful. 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.

So how do sales occur when you’re not thinking about making them? It’s all about a new human-to human mindset. Here are 4 important steps to releasing your focus on “making the sale” so you can invite new business relationships without having to be calculating or manipulative.

1. Adjust your cold calling goal

Before you make a cold call, 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.”

With this in mind, then, you begin cold calling by stepping into the other person’s world. Rather than starting out with a mini-sales pitch, you ask a question based on what problem your product or service can solve for them.

For example, if you’re offering computer programming, you might say, “I’m just calling to see if your company is having issues with lost data because of paper-based filing systems.”

2. Avoid changing who you are when you make your cold call.

Remain yourself without hiding behind the “salesperson” persona. There’s no need to be on “stage” or to sound enthusiastic. Just be your everyday relaxed self, as if you’re calling a friend. People know when you’re being genuine, and when you’re not.

When you’re simply being a real person rather than adopting a salesperson persona, you’ll find that people respond to you much more warmly. It’s amazing how being “real” generates real interest from others.

3. Stop trying to drive the conversation towards a sale

Instead, open your cold calls with a problem statement that generates a response like “What do you mean?” or “Tell me more.” And end the conversation with the phrase such as, “Well, where do you think we should go from here?”

This shifts you away from having “tunnel vision” about making a sale. And it opens up a whole world of human-to-human connection. This is not only fun, it has a positive effect on your bottom line. You’ll hear great responses like, “I enjoyed talking with you, thank you for your help.”

4. Let go of thinking “buyer-seller”

View the person you’re cold calling as another person, not as a “prospect.” Recognize their issues and their goals. Fit yourself into their world. And help them out.

If the service or product you’re offering doesn’t provide some kind of help to people, you’d soon be out of business. So determine exactly what kind of problems you have a solution for, and share from that place. And if no sale results, it feels okay because you’re focusing on being helpful rather than on securing a sale.

What I’m suggesting is a mind-shift away from all the old ideas of manipulating, turning, guiding, playing, and closing. Move your cold calling into one simple human act --building a relationship. When you’re making friends and doing business with people you like and whom also like you, then cold calling can become a truly enjoyable part of your day.

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

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