These Are Some Cold Calling Tips That Even Sales Professionals Aren't Aware Of

More and more e-mails are arriving in my inbox from people who dislike Cold Calling. This is what they're stating:

o "Cold calling terrifies me."

o "The phone seems like a 10, 000 pound weight."

o "Every time I have got to make a cold call, I freeze up."

o "I seem like a fraud when I'm cold calling."

o "I cannot take the rejection when I do cold calling. It simply kills me."

o "I have gone from top producer to 'hermit' because of my mental brick wall

Regarding cold calling."

Cold Calling the old strategy is a painful battle.

But you can make it a productive and positive experience by changing your mindset and cold calling the different way.

To show you what I am talking about, here are 7 tested Cold Calling suggestions that even the sales gurus don't know.

1. Change Your Mental Objective Before You Make the Call

If you're like lots of people who make cold calls, you're expecting to make a sale -- or at least an appointment -- even before you pick up the phone.

The thing is, the people you call somehow always pick-up on your mindset immediately.

They sense that you are focused on your goals and interests, instead of on finding out what they might need or want.

This short-circuits the whole process of conversation and trust-building.

Here's the benefit of altering your mental objective before you make the call: it takes away the madness of working yourself up mentally to pick up the phone.

So try this. Practice moving your mental focus to thinking, "When I make this call, I am going to build a conversation so that a level of trust can come up allowing us to exchange information back and forth so we can both determine whether there's a fit or not."

2. Know the Mindset of the Person You're Calling

Let's imagine you're at your office and you're working away.

Your phone rings and someone says, "Hi, my name is Mark. I'm with Financial Solutions International. We present an extensive array of financial options. Do you have a few minutes?"

What would go through your mind?

Probably something like this: "Uh-oh, one more salesperson. I am about to be sold something. How fast can I get this person off the phone?"

To put it differently, it's basically over at "Hello," and you end up rejected.

The minute you use the old cold calling approach -- the conventional pitch about who you are and what you are offering, which all the sales gurus have been training for many years -- you "salesperson" stereotype in the mind of the person you've called, and that means quick rejection.

I refer to it as "The Wall."

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

This is an area that's been overlooked in the world of selling.

We've all been taught to try to push prospective customers into a "yes" response on the first call. But that produces sales pressure.

But, if you learn to actually understand and put yourself in the mindset of the person you call, you will find it easier to avoid triggering The Wall.

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

Instead, start thinking about language that will engage people and not language which will trigger denial.

3. Determine a Core Difficulty That You Can Solve

We've all learned that when we start a conversation with a prospective client, we should talk about ourselves, our product, and our solution. Then we sort of hope that the person connects with what we have just told them. Right?

But when you offer your pitch or your solution without first involving your prospective client by talking about a primary problem that they may be having, you're talking about yourself, not them.

And that's a problem.

Prospective customers connect when they believe that you understand their problems before you start to talk about your answers.

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