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7 Keys to Turning Cold Calls Into Warm Calls

Cold calling secrets to make cold calling successful.

Lets face it when it comes to cold calling many of us fear being rejected. What if I was to tell you I have come up with 7 keys to turning your cold calls into warm calls? Would you believe me?

Try these 7 cold calling ideas for yourself and see just how easy making a cold call can really be.

1. Change Your Mental Objective Before You Make Your Call

When making a cold call the traditional way, your main objective is usually to try and get the appointment or make the sale. The main problem with that is when you do make the call it is quite clear to the person on the other end of the phone that this is your goal and they usually think of an excuse to get you off the phone before they have a chance to hear what you have to say.

To turn your cold calls into warm calls you need to change your objective to creating a feeling of trust with the person you are calling. It is important to remember that the person you are calling needs to feel that you are calling to help them rather than just trying to make the sale.

2. Understand The Mindset of The Person Your Calling

This is an extremely important tip and one that can help you greatly with your cold calling success. By putting yourself in the mindset of the person you are about to call, you can move beyond making a sales pitch.

Imagine that you are that person receiving the call and you hear Hello, my name is Clare and Im with a company called Financial Solutions International, do you have a few minutes? What would be your immediate reaction?

Youd probably think Salesperson! How can I get them off the phone. Instead, try beginning your conversation with Hi, my name is Clare, maybe you can help me out for a moment? Something as simple as that puts you smack in the middle of your prospects world of welcoming phone calls.

3. Identify A Problem That Your Company Can Solve

Knowing a specific problem that your prospect is having is how you can immediately create a natural conversation on the phone.

If your prospect feels that you really do understand their particular issues, then they are more open to hearing your solutions giving you the opportunity to see if you both are a good match.

Identifying the problem before you make your cold call really can make a major difference in the success of your cold call.

4. Start A Conversation, Dont Give A Presentation

Giving a presentation is the old traditional way of cold calling which has the negative affect of creating sales pressure and viewing people as prospects.

Engaging people in a natural conversation is the only way to avoid rejection because you are relaxed as if you are talking to a friend. A genuine approach will always put your potential customer at ease from the start.

Never assume beforehand that your prospective customer should buy what you have to offer. Your prospect will pick up on this right away and you will be on your way to losing the sale.

5. Start By Asking A Question

After your opening cold calling statement, always begin by asking a question about how you can help them solve issues that you believe your solution can solve.

Think about it, how would you respond if someone genuinely knew what you were struggling with and had ideas to solve it?

By basing your cold call on honesty and truthfulness and knowing how to engage your prospect based on their issues, then all of a sudden your call becomes a two-way dialogue rather than a one-way pitch.

You will be able to open up a conversation and be able to build up trust at the same time.

6. Recognising and Diffusing Hidden Pressures

By being able to recognise hidden sales pressure you can turn your calls into pleasant conversations. And be aware, that enthusiasm can make your prospects feel pressure from you.

Learning to engage in a natural conversation can alleviate this pressure and leave your client open to the idea of hearing what you have to say.

Try to avoid controlling your calls in a way where your prospect feels you are taking them down a sales process. Give them a chance to share their concerns with you without having to worry about you trying to close them.

7. Determining A Fit

Lets say your call is going great and the dialogue is flowing well but the conversation is reaching its natural end. What do you do next?

Most people who sell assume they should try and close the person to an appointment. But there is a risk in that if the persons problem isnt a priority to solve. So its important that you first ask Is this issue a priority to solve or is it something thats on the back burner?

Not only have you determined a need but you will also determine a time frame. This could save you months of wasted follow-up calls.

Now its time to start putting these tips into practice. From personal experience, I can tell you that you if use these ideas on your cold calls, youll know how to turn cold calls into warm calls.

Ari Galper, founder of Unlock The Cold Calling Game, makes cold calling painless and simple. Learn his cold calling secrets even the sales gurus don't know. To receive your 10 free audio mini-lessons visit http://www.UnlockTheGame.com

From The Desk of Ari Galper, Sydney, Australia... Old "tried and true" sales training programs that were once successful have completely lost their effectiveness over the years. That's why I developed a proven and tested sales methodology based on creating real trust that will quickly and automatically put you ahead of the game and instantly in a league above your competition.

OLD SALES GURU MYTH # 1  - "Selling 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 sell." 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 sales technique? - If you are, you could end up killing your deal instead. Old sales training 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 created by 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.

OLD SALES GURU MYTH # 3 - "Rejection is part of the sales process". It absolutely is not. Rejection is TRIGGERED by certain things you are saying and doing that you probably are completey unaware of. There is no other sales approach in the world that completely eliminates rejection other than Unlock The Game, read more below.

Welcome to Unlock The Game^® 
 

Unlock The Game is a radically honest sales 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 -- all the way 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 the greatest sales breakthrough in the last 20 years" Brian Tracy "In a new age of frustrating and difficult selling challenges, more specifically the fear of selling, cold calling, and starting new conversations without being rejected, Unlock The Game gives us all the answers to a natural way of selling without creating rejection. Ari you are a genius. Keep up the great!" 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.

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 Name, Primary Email, Phone Number, Industry and Country below to get the first of your 10 free Unlock The Game cold calling audio mini-lessons:

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