Sales Tips >> Browse Articles >> Cold Calling
Or How I Learned to Stop Worrying and Love the Cold Call
Ari Galper
It’s against our nature as human beings to create an uncomfortable situation with another person. That’s the core reason many of us get that knot in our stomach when we start dialing a cold call.
When we’re only focused on making the sale, this is not a natural meeting place for both people. We want the sale, but the other person usually wants us to go away. Being intrusive is not the finest of character traits, and on some level we know it.
So how can we feel good about cold calling? We change our mindset from getting the sale into being helpful. We look at cold calling as an opportunity to assist.
How can we possibly feel uncomfortable doing that? Helping people is one of the best character traits we possess.
When cold calling is aligned with our very best way of being, it becomes an adventure. We truly want to help people. We feel very good about this, and it shows in our voice. People hear it. And their response will surprise you.
l_tylersmith
about 1 month ago
2 comments
Excellent advise! Thank you so much
pablow
4 months ago
2 comments
Good ideas.
HarrietAlison
5 months ago
470 comments
Plain, simple, easy to folow advice. Wonderful
goalie35
5 months ago
18 comments
This is great when you are in a position like Robert and even myself. We are able to interact without a "Manager" standing over us or have a person listening in Grading our calls. I have had this done to me and it was a very uncomfortable experience.. This is all good advice and as I have said before in comments there is nothing NEW in what the authour is telling us. I was in training classes in the 80's where to be more "Natural" in phone as well as in person presentations where pushed for.
In Dale Carnegie Management course there is a statement (paraphraised here) that has stood me in good standing... Nothing is more convincing than a person totally convinced of what they are saying....I try to remember that every day. This author proports to offer new insights and ways of doing things... I have yet to read anything "NEW" in his offerings. All sources of advice need to be dissected and shaped to you. But there is a time in your career when you have to trust yourself to a selling style(IE SPIN )or what ever your company uses... Once you are absolutely comfortable in your presentations it will sound "Natural". You will feel confident and truely convenced of what your are saying and your customers will pick up on that. Will it work all the time ? No but it will win you more sales than NOT doing it or just "Winging it". Sales people fail for a number of reasons. The biggest reason I have seen over 40 years is not buying into the job and cutting corners in the sales process. There is a lot of good advice on this site. There are also people on here for no other reason than to get you to "Buy" what they are selling. Chose your "Friends" carefully.
RobertWade
5 months ago
84 comments
Engaging people in a natural conversation and avoiding scripts is the best advice for anyone in Sales. I switched from the "Old" ways and just started interacting with my customers as "me". I am amazed at how much smoother my sales presentations flow.