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How to Cold Call with Integrity
The way we've always wanted to do cold calling!

by Ari Galper, Founder of Unlock The Game ®

You probably never tell potential clients your real goal in calling them, but you don’t need to. They’re already aware, because we’re all sensitive when the phone rings and it turns out to be someone we don’t know. 

In the old traditional training, we learned the latest techniques for making a sale. We talk to “prospects” rather than with people. And we “guide” conversations along rather than letting them unfold naturally. 

The way we do this sometimes might even be called a bit manipulative. After all, we’re relating to another person while holding an ulterior motive of making a sale. 

Where does honesty and integrity fit into this scenario? Well, most of us honestly believe in our product or service. But beyond that, we carry a somewhat artificial persona when we’re cold calling. We talk with people for the primary purpose of making a sale, and we’re not really interested in them or their world. 

Doesn’t this make you feel uneasy at times?  It does to me. 

So let’s discuss some ways we’ve been trained in the traditional sales mindset that feel artificial and dehumanizing, and ways we can overcome them. 

1.  We intrude upon another person uninvited, with the goal of making a sale

It’s against our nature as human beings to create uncomfortable situations. We have a natural instinct for courtesy and connection  It’s usually hard for us as regular people to call uninvited, because on some level it feels discourteous. 

We can change that by changing our goal. What if our goal is not to make the sale, but to find out if we can help someone? This shift makes us more relaxed. And it keeps us in harmony with personal integrity. 

2.  We project ourselves as personable and friendly, while also holding an ulterior motive for securing a sale

There’s an inner conflict with integrity when we find ourselves using our connections with others for self-gain. So we can bring ourselves back into honesty and truthfulness by shedding ulterior motives entirely. 

We do this by focusing on whether we can provide something that will benefit another person. We find out if they have a problem we may be able to solve. And if it turns out we can’t help with our product or service, we graciously accept the outcome. 

By being honest and not playing a role, we find ourselves really liking what we do. And when our “ulterior motives” are simply non-existent, people are more open to trusting us.

3.  When we meet someone new, we immediately talk about ourselves and what we have to offer

It’s actually not normal for us to start an interaction by launching into a self-focused monologue. As regular people, this just goes against our grain. Common courtesy dictates that initial conversations be dialogues, not monologues. 

In normal conversations we would feel self-absorbed if we primarily talked about ourselves and what we have to offer. Yet in the traditional cold calling situation, it’s an accepted “norm.” We’ve been trained to read a script, follow a strategy, or give a sales pitch. 

This really isn’t the way we’d like to relate to people, but it’s the way we’ve been taught. 

We can break out of this artificial game of sorts by just being ourselves. Integrity and truthfulness means being authentic. We begin cold calling conversations with a natural focus on the other person. We find out their needs, and respond with genuine interest. 

4.  We “rev up” in an artificial way, hoping to carry the potential client along with us into a sales process

When we “pump ourselves up” with enthusiasm, it feels somewhat fake. It’s not our normal way of being, and it throws us out of integrity. 

And we also appear artificial to potential clients. They become wary of possibly being maneuvered into a sales situation. 

If we can navigate a cold calling conversation without such games, people will sense we’re trustworthy. They react warmly and unhesitatingly to a conversation that feels natural to them, and especially if it revolves around their issues rather than our agenda. 

So how do we approach cold calling in the most truthful way? We stop being “salespeople” and become human. We engage in an honest dialogue rather than a monologue. We look for ways to help others, and we’re comfortable knowing that our product or service may not be an honest “fit” for them right now. And we stop playing roles, especially the “high enthusiasm” game. 

This is what I mean by bringing integrity back into selling. It’s unbelievable just how rewarding both personally and professionally this can be. 

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?
Get FREE Access to The Teleseminar
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Back Into Sales Pre-School!
 
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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 

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March 26, 2017         Quote Of The Day

"Keep in mind that with the Mindset, you don't even know whether you can help prospects until you've determined together that the problem you've brought up is one that they want to solve. "



Over 78,598
Subscribers
Free Test Drive
Get 10 FREE Lessons
(Valued at $300)
AriFTDPic
(All fields must be completed to gain access)
 SECURE AND CONFIDENTIAL
Your information is 100% protected.

 

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March 26, 2017         Quote Of The Day

"Keep in mind that with the Mindset, you don't even know whether you can help prospects until you've determined together that the problem you've brought up is one that they want to solve. "

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