7 Cold Calling Secrets Even The Sales Gurus Don’t Know

Old-fashioned cold calling is a painful struggle. But you can turn it into a productive and positive experience by changing your mindset and adopting a new cold calling method.

Just so you know what I mean, here are 7 cool calling ideas that even sales professionals don’t know.

1.Change your mental focus before making the call.If you’re like most cold callers, you’re hoping to make a sale – or at least an appointment – before you even pick up the phone.

The problem is that the people you call one way or another always catch your mood right away.They feel that you are focusing on your goals and interests, instead of looking for what they may need or want.

This bypasses the entire communication and trust-building process.Here’s the benefit of changing your mental focus before making a call: you won’t have to worry about mentally forcing yourself to pick up the phone.

All feelings of rejection and fear stem from our getting caught up in expectations and hoping for an outcome when it’s even too early to think of an outcome.

So try this one. Practice redirecting your mental focus by thinking, “When I make this call, I will establish a conversation so that a level of trust can arise, allowing us to exchange information. trust back and forth so you can both determine if there’s an agreement. . . “

Understand the mind of the person you’re calling.Suppose you are at your desk and working outside.

Your phone rings and someone says, “Hi, I’m Mark. I work for Financial Solutions International. We offer a wide range of financial solutions. Do you have a few minutes? “

What goes through your mind? Maybe something like this:” Oh, oh, another salesman. I’m about to sell something. How long can I connect with this person? “

In other words, it’s basically “Hello”, and you’ll end up being rejected.

As soon as you use the old cold calling method – the traditional way of talking about who you are and what you have to offer, which all sales professionals have taught for years – you trigger stereotypes. negative about “salesman”. ” in the mind of the person you called, and that means instant rejection.

I call it the “Wall.” It’s about how you sell, not what you sell.

This is an overlooked area in the sales world.We’ve all been trained to try to get prospects to say “yes” on the first call, but this creates pressure. Commerce.

But if you learn to really understand and get into the mind of the person you’re calling, it’ll be easier for you to avoid activating the Wall.
It is this fear of rejection that makes cold calling so scary.

Instead, start thinking about the language that will attract people, not the language that will trigger rejection.

Identify the core problem you can solve.We’ve all learned that at the start of a conversation with a prospect, we need to talk about ourselves, our products, and our solutions. me. Then we hope that person connects with what we just said. Right?

But when you pitch your pitch or solution without first engaging the prospect by talking about a core problem they might be facing, you’re talking about yourself, not the prospect. about them.

And that’s a problem.Potential customers connect when they feel you understand their problem before you even start talking about your solution.
When people feel understood, they don’t build the Wall. They are still open to discuss with you.

This is an example based on my own experience. I recommend Unlock The Game™ as a new sales approach. When I call an VP of Sales, I never start with, “Hi, my name is Ari, I’m in Game Unlock and I provide the latest sales tech, and I wonder if you have a few minutes to talk now.”

Instead, I wouldn’t even pick up the phone without identifying one or more of the problems I know VPs often have with their sales teams. Game Unlock problems can be solved.

For example, a common problem is when sales teams and salespeople spend time researching leads who have no intention of buying.
So I’ll start by asking, “Are you struggling with your sales team chasing leads that are driving them with no intention of making a purchase?”
So come up with two or three specific core problems that your product or service solves. (Avoid problematic generic phrases like “reduce costs” or “increase sales.” They are too vague.)

Start with a conversation, not a presentation.Back to section target of a cold call, which is a two-way conversation that engages prospects in a conversation.

We are not trying to prepare the person to agree or not. That’s the old cold calling.This new cold calling method is designed to engage people in natural conversation. The kind you might have with a friend. This allows both of you to decide whether or not to continue the conversation.

The key here is to never assume that your potential customers should buy what you have to offer, even if they fit 100% of the “perfect customer” profile.

If you enter the call with this assumption, potential customers will notice and the Wall will go up, no matter how sincere you are.
Avoid assuming anything about the sale before making the call.

On the one hand, you don’t know if a potential customer can buy what you have because you don’t know anything about their priorities, their decision-making process, their budget, etc.

If you assume you’re going to sell them something on that first call, you’re preparing yourself for failure. This is the core problem of the old, traditional cold calling.

Focus on opening a conversation and determine if it makes sense to continue the conversation. Start with your main problem Question