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Why do cold calls based upon the old-school standard mindset break down so quickly? Simply because we commonly start with a predictable intro to Sales Training and a mini-sales pitch. Immediately the other person puts up "The Wall" and we're aiming to scramble around it.
None of us purposely want to create distressful conditions with other people. It's against our nature as humans. However that's the key reason why a number of us who make cold calls get that knot in our stomach, even though it's only for a fleeting moment.
We obviously wish to avoid making the person we're phoning feel awkward or uncomfortable and also to stay away from doing anything that may cause that individual to reject us.
Nevertheless, our attempts to cope with the internal anxiety we're feeling can in fact cause us to tense up when we make our cold calls. Therefore we find ourselves talking more loudly, a lot more and with Sales Training lots of forward energy momentum.
It's virtually as if our bodies are getting prepared for battle, and the tension we're feeling gives us the energy to push ourselves forward on the call for Sales Training.
But a majority of cold calls break down the moment our potential customers feel that forward momentum. Why? Because they don't know us. The momentum we're attempting to impose triggers suspicion and puts them into a protective place as they try to safeguard themselves from a potential "intruder" whom they think has a self-serving agenda.
The individuals we call reject us when they feel sales pressure from us...it's that simple. Telling us "no" or even hanging up are simply self-defense mechanisms that individuals utilize to protect themselves from what they perceive as an invasion or an attack.
People reject us when they feel pressured by someone they don't know. Particularly when that person knows nothing regarding them or their world, and who evidently would like to sell them something.
So how do we eliminate or diffuse rejection? In keeping with the new cold calling mindset, we do this by not creating any feeling of pressure. By our never being highlighted our own needs, goals, or agenda. And by communicating to the other individual that we're calling with 100 percent of our views and energy focused on his or her requirements.
You might be pondering, "That's great, Ari. However that's already how I approach my calls. I try to ask people questions about their needs, but they still don't seem to trust me. They still seek to end the conversation by saying no or elevating objections. And I end up feeling disappointed and annoyed."
Why are you still experiencing the disappointment of not being able to create confidence with potential clients on cold calls? The answer might be that you're still caught up in the traditional sales mindset. Your focus is still on making the sale although you're using the "asking questions strategy."
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