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Seven Steps to Cold Calling Follow-up
by Ari Galper, Founder of Unlock The Game
®

Let’s say you’ve had a great conversation with a prospect. They’ve shared their problems and seem genuinely interested in what you are offering. You’re excited about following up with them – but your calls aren’t returned. What’s happening?

Well, the only way to find out the truth of the situation is to ask them. However, before you do, let’s stop and consider some important points. You must approach this in a way that invites trust and diffuses the barriers to comfortable communication. 

Here are seven important steps to follow:

1. Don't assume the sale. 

Prospects are used to the traditional buyer-seller relationship. They assume you’ll pressure them. Therefore, they may decide not to tell you things that make them vulnerable to pressure. Until you’re sure you know the complete truth, you can never assume the sale is yours. 

2. Keep making it easy for potential clients to tell you their truth. 

Toward the end of your conversation, ask, “Do you have any more questions?”  If the answer is no, follow up with the 100% final truth gathering question: “Now, are you 100% sure that there’s nothing else that I can do on my end to make you feel more comfortable with this situation?” 
You’ll be amazed how often people will reply, “Well, actually, there’s one more issue...”  It’s at this point that you really start to hear their truth.

3. Call back to get the truth, not close the sale. 
 
Most potential clients who suddenly disappear expect you to chase them down. They expect you to call and say, “Hi, I was just wondering where things are at?” 
Instead, eliminate all sales pressure by telling them you’re okay with their decision not to move forward, based on their not having called you back.  In other words, take a step backward.  Most of the time, this will open the door to a new level of trust-filled communication.

4. Reassure them that you can handle a “no.”

Of course, we’d rather hear a yes.  However, the only way to free yourself and your clients from subtle sales pressure is to let them know that it’s not about the sale – it’s about the best choice for them. If that means no sale, it’s okay with you. 

5. Ask for feedback. 

Whenever prospects disappear, call them back (e-mail only as a last resort because dialogue is always better). Simply ask, “Would you please share your feedback with me as to how I can improve for next time?  I’m committed to understanding where I went wrong.” 

This is not being feeble or weak.  It’s being humble. This invites the truth.

6. Don't try to “close” a sale. 

If your intuition tells you that the sales process isn’t going in the direction it should be going (which is always toward greater trust and truth), then trust those feelings. 

Make it safe for prospects to tell you where they stand.  It’s simple.  All you have to say is, “Where do you think we should go from here?”  But be prepared because you might not want to hear the truth of how they’re feeling. You can cope with this by keeping your larger goal in mind, which is always to establish that the two of you have a “fit.”

7. Give yourself the last word. 

Eliminate the anxiety of waiting for the final call that will tell you whether the sale is going to happen. Instead, schedule a time for getting back to each other during your conversation.  This eliminates chasing.  Simply suggest, “Can we plan to get back to each other on a day and at a time that works for you?  Not to close the sale, but simply to bring closure, regardless of what you decide.  I’m okay either way, and that’ll save us from having to chase each other.”

You'll find that these suggestions make selling much less painful because you stay focused on the truth instead of the sale. The truth is, the more we release the idea of needing to make the sale, the more sales we will likely see.


Is Selling Painful For You? 

It's not your fault -- and there is a better way
 

cold calling advice
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"

free insurance 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?
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Make less cold calls - and get better results

  Rip up your sales script and easily get your message across 
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  Stop chasing prospects and gain the respect you deserve 

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April 23, 2014         Quote Of The Day

"Learning to walk away may be the hardest part of selling because we've been so conditioned to pursue anyone who we believe could benefit from our solution or who shows interest in what we have to offer. The longer you've been in sales, the longer it may take you to rewind the tapes in your head."

 



Over 72,115
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Get 10 FREE Lessons
(Valued at $300)
(All fields must be completed to gain access)

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April 23, 2014         Quote Of The Day

"Learning to walk away may be the hardest part of selling because we've been so conditioned to pursue anyone who we believe could benefit from our solution or who shows interest in what we have to offer. The longer you've been in sales, the longer it may take you to rewind the tapes in your head."

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