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7 Cold Calling Secrets Even Sales Gurus Don't Know
Featured Author:
Ari Galper
Ari Galper is the creator of Unlock The Game™, a new sales mindset that overturns the notion of selling as we know it today.
With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari discovered the missing link that people who sell have been seeking for years.
His profound discovery of shifting one’s mindset to a place of complete integrity, based on new words and phrases grounded in sincerity, has earned him distinction as the world’s leading authority on how to build trust in the world of selling.
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Ari Galper
More and more e-mails are arriving in my in-box from people who hate cold calling. Here’s what they’re saying:
• “Cold calling terrifies me.”
• “The phone feels like a 10,000-pound weight.”
• “Every time I have to make a cold call, I freeze up.”
• “I feel like a fraud when I’m cold calling.”
• “I can’t take the rejection when I do cold calling. It just kills me.”
• “I’ve gone from top producer to ‘hermit’ because of my mental brick wall
when it comes to cold calling.”
Cold calling the old way is a painful struggle.
But you can make it a productive and positive experience by changing your mindset and cold calling the new way.
To show you what I mean, here are 7 cold calling ideas that even the sales gurus don’t know.
smile
24 days ago
232 comments
This is a great article. I started doing what you mentioned on Page 6 and the passed few months have been great. I have been able to get passed many gatekeepers using that technique! Thanks again for the article.
SaraBlair
about 1 month ago
2 comments
I am a self employed sales consultant. I do cold calling for a living for several different clients/products, either by door knocking/networking or telesales. I am 41! The technique described in the seven secrets as 'new' is something I have done my whole 'sales life'!
My life ethic is to be honest & make people happy and enjoy their time with me in a genuine friendly approach! Rejection is not in my vocab!
SujitKGhosh
about 1 month ago
2 comments
Would you have any example for the same situation as in point#2
jwbdb
about 1 month ago
6 comments
I cold caldaily and found page 6 and 8 helpful.
Rogelio0801
about 1 month ago
4 comments
Excelent, very professional. That's what selling is all about, being really concerned about the customers needs. That's the rigth approach.
tat858
about 1 month ago
2 comments
assume the close and be enthusiastic.
your situation needs to trump theirs.
make them jump through your hoops.
disqualify anyone not on your program.
it is a numbers game. dial, dial & dial.
gthead
2 months ago
2 comments
I love this approach! Wish I had known about it years ago. I would have been even more successful.
RobertWade
5 months ago
84 comments
Great article. I agree with the two-way conversation method. I am very successful with this method and it just comes natural.
OldMoneyRox
5 months ago
4 comments
Excellent.
kmossgrove
5 months ago
20 comments
The key to cold calling is step #3 but not just identifying Core Problems that your product can solve. You first have to identify the core problems of your customer and match them up with the solutions your product can bring to the table. Many times the customer keeps these problems on the back burner because they don't want to or have time to deal with them. Bringing them out front is a wake up call and you now have the opportunity to provide the solution. If you don't match the problem and solution, you are wasting your time. #7 comes well before the first call so when you talk about hidden pressures in #6 you have done your homework and it's easier to diffuse them.
Forget the old way of making 50 calls to get to 25 people to get 10 responses to get 5 appointments to get 1 sale. Do your homework first and with the proper dialogue and your 10 calls will get 10 responses.
This is good background information for consultative or solution based selling. Call it what you want. The old way of selling a products by spouting their attributes doesn't build relationships that you need to keep customers long term.
Rick_White
5 months ago
2 comments
Let me know what you think about this sales article
Rick
Pharmsalesguy82
10 months ago
28 comments
good article.
HarrietAlison
11 months ago
470 comments
GREAT, GREAT article. Many good points. IF one works this article it should make thing easier and mor comfortable for the salesperson and the client
CSRushing
about 1 year ago
36 comments
Thank you so much. This seems much more instinctive than a lot of the high pressure "methods" being taught...
billberman
about 1 year ago
2 comments
This is a great article....Mastering this form of communication with a prospect will set you apart as a partner and consultant. The sale will naturally follow.