Cold calling the old way is a painful struggle.




But you can make a positive and productive experience, changing their mindset and cold calling the new form.




To show what I mean, here are seven ideas to cold call sales gurus do not know.




1. Change your mental objective before making the call




If you're like most people who make cold calls, which is hoping to make a sale - or at least an appointment - even before picking up the phone.




The problem is that people who call somehow always find their way of thinking immediately.




They feel that is focused on your goals and interests, rather than find out what might need or want.




This short-circuits the whole process of communication and confidence building.




Here's the benefit of changing the mental objective before you call: remove the frenzy of working yourself mentally to pick up the phone.




All feelings of rejection and fear come from us getting wrapped up in our expectations and hope of a result it is premature to even think of a result.




So try this. Practice shifting your mental focus to thinking, "When I make this call, I will build a conversation so that a level of trust can emerge allowing us to exchange information back and forth so we can determine whether there is an adjustment or not. "




2. Understand the mentality of the person you're calling




Say you're in your office and is working.




His phone rings and someone says, "Hi, my name is Mark. I'm with Financial Solutions International. We offer a wide range of financial solutions. Do you have a minute? "




What his mind?




Probably something like this: "Uh-oh, another seller. I'm about to be sold something. How fast I can get this person on the phone?"




In other words, is basically over at "Hello" and ends rejected.




By the time you use the old cold calling approach - the traditional pitch about who you are and what you have to offer, all sales gurus have been teaching for years - that trigger the negative "salesperson" stereotype in the mind of the person you have called, and that means immediate rejection.




I call it "The Wall."




The problem is with how you're selling, not what you're selling.




This is an area that has been ignored in the world of selling.




We've all been trained to try to boost the prospects for a "yes" response on the first call. But that creates sales pressure.




But if you learn to really understand and get in the mindset of the caller, it will be easier to avoid the outbreak of the wall.




It is that fear of rejection that makes cold calling so frightening.




Instead, start thinking about language that engage people and not the language



trigger rejection.




3. Identify a core problem that you can solve




We have all learned that when we start a conversation with a prospect, we must talk about ourselves, our product, and our solution. Then a kind of hope that the person connects with what we were told. No?




But when offered the tone or the solution without the participation of their perspective when talking about a central problem that may be having, you're talking about yourself, not them.




And that's a problem.




Perspectives connect when they feel you understand their problems before we start talking about solutions.




When people feel understood, they do not put up the wall. Remain open to talking with you.




Here's an example from my own experience. I offer Unlock The Game ™ as a new approach in the sale. When I call a vice president of sales, I never start with, "Hello, my name is Ari, I'm unlocking the game, and I offer the new technique in the sale, and I wonder if you have few minutes to talk now."




Instead, pick up the phone even without the identification of one or more problems that I know usually have with their vice presidents sales teams. Problems that Unlock The Game ™ can solve.




For example, a common problem is when sales teams and salespeople spend time chasing prospects who have no intention of buying.




So I would start by asking: "Are you struggling with issues around your sales team chasing prospects who will carry on without any intention of buying?"




Therefore, to reach two or three specific core problems that your product or service solves. (Avoid generic problem phrases like "cut costs" or "increase revenue." They are too vague.)




4. Start a dialogue, not a presentation




Back to the goal of a cold call, which is to create a two-way dialogue perspectives of participation in a conversation.




We are not trying to set a person up to a yes or no. That's the old way of cold calling.




This new approach to cold calling is designed to involve people in natural conversation. The guy who may have a friend. This allows both decide if it's worth your time to continue the conversation.




The key here is to not assume beforehand that your prospect should buy what you have to offer, even if they are a 100 percent fit the profile of "ideal customer."




If you enter the call with that assumption, prospects will pick up on it and the wall will go up, no matter how sincere you are.




Avoid assuming anything about making a sale before making a call.




On the one hand, you have no idea whether prospects can buy what they have because they know nothing about their priorities, their decision-making process, budget, etc.




Assuming that you're selling something on that first call, you are preparing for failure. That is the basic problem with traditional cold calls to the old style.




Stay focused on opening a dialogue and determine whether it makes sense to follow the conversation.




5. Start with a question central problem




Once you know what problems to solve, you also know exactly what to say when you make a call. It's simple. You start with, "Hello, my name is Ari. Maybe you can help me for a moment."




How would you respond if someone said that?




Probably, "Sure, how I can help you?" or "Sure, what do you need? "This is how most people respond to a relaxed opening phrase like that. It's a natural reaction.




The thing is that when asking for help, you're also telling the truth because they have no idea if you can help or not.




That's why this new approach is based on honesty and truthfulness. That's why we are in a good place to start.




When they respond, "Sure, how I can help?" Do not respond with the release in a tone of what he has to offer. Instead, go right on talking about the central problem to see if there is a problem for Outlook.




So you say, "I'm just giving a call to see if people are fighting (and the key word here is" fighting ") with all the issues around your sales team chasing prospects who turn out to have never intended Shopping?




No way, no introduction, nothing about me. I just go straight into their world.




The purpose of my question is to open the conversation and develop enough confidence to feel comfortable having a conversation.




The old way of cold calling advises asking lots of questions to learn about the client's business potential and to "connect". The problem is that people see through that. They know you have an ulterior motive, then you're back against the wall.




These ideas can be difficult for you to apply to your own situation at first because trying to take calls based on what we know about our solution is so ingrained in our thinking.




If you stay with him, however, you can learn to leave your own solution and make it a problem that can be articulated through the language of your prospects.




And that is the secret of confidence in the calls. It is the missing link in the whole process of cold calling.




6. Recognize and Diffuse Hidden pressures




Hidden sales pressures that makes The Wall ups can take many formS.




For example, "enthusiasm" can send the message that you are assuming that we have is the right fit for the perspective. That pressure can send the phone to your prospect.




You should be able to involve people in natural conversation. Think of it as calling a friend. Let your voice be natural, calm, relaxed ... easy to carry. If you show enthusiasm on your initial call, is likely to trigger the hidden sales pressure that causes your prospect to refuse.




Another element of hidden pressure is trying to control the call and move to a "next step".




The moment you start trying to direct your prospect into your "sales process", there is a high probability that you can "turn off" your prospect will share with you the details of your situation.




It is important to allow the conversation to evolve naturally and milestones or checkpoints throughout your call so you can evaluate if there is a fit between you and the person speaking.




7. Determine an adjustment




Now, suppose you're on a call and goes well with good dialogue going and coming. You're coming to a natural conclusion ... and what happens?




In the old way of cold calling, panic. We believe we will lose the opportunity, so we try to close the sale or at least to book an appointment. But this puts pressure on the perspective, and runs the risk of The Wall up again.




This is a step that most people miss when they call cold. As soon as they realize that prospects have a need for your solution, start thinking, "Well, that means you're interested."




What we do is: "Is this need a priority for you or your organization to solve, or is it something that is on a backburner for a while?"




In other words, even if both determine that there are other things that can solve a problem, you have to wonder if the solution is a priority. Sometimes there is no budget, or is not the right time. It is important to find out, because months later, you will not regret to know this before.




Putting the Pieces Together




Have you ever wondered where the "numbers game" concept came from?




Coming from someone who makes a call, be rejected, and the boss saying: "Call someone else."




But with the new form of cold calling, not about how many people called. This is what you say and how you feel.




Do you remember the definition of insanity, keep doing the same thing but expecting different results?




If you go on using the same old cold calling methods, you will experience the pain increasing sales.




But if you adopt a new approach and learn how to remove the pressure from the initial cold calls, you'll enjoy much success and satisfaction that truly will change the way we do business, bring you sales success beyond your imagination and eliminate "rejection" from your vocabulary forever.