Frequently when cold calling we make the assumption that if the prospect shows the slightest bit of interest in the product or service they will buy. We push hard to get the sale. This technique is a traditional sales method. We are often taught from the start to use this form.
If they person says "No" change it to a "Yes"; if they hang up you simply move to the next prospect. The numbers game of cold calling and is no longer needed to effectively cold call. With the new mind-set you will not have to feel stressed or bad for pushing the prospect for the sale…because the sale is not the main goal or objective in the new mind-set.
When you try too hard to make the sale you:
Create stress in the prospect and in you
Cause sales pressure in the call
Cause the prospect to put up their "defensive wall"
Send red-flags to the prospects
This tactic in cold calling is still used however there is a better way. The new mind-set will teach you that it is important to find out if they are a fit…before you try to incorporate your product or service into the conversation.
Remember that pushing the sale on the prospect should not be your main goal or objective. You should first find out if your product or service can help them with their current issues…and treat them like a person and not another sale.
Understanding that red-flags cause tension between you and your prospect and this type of pressure will only bring on negative tension. Positive responses are what you will need to achieve a strong and trust building connection to those you are contacting. This positive attitude will also give you and your company respect in the eyes of your prospects improving the future of your company.
Use of old techniques will bring stereo-typing and bad publicity for yourself and your company which will affect your success in a negative way. Once you have learned to re-program your mind to feel comfortable talking with the prospects and not pushing the sales you will see the difference in how your prospects are responding to your calls. You will also see a positive response to your voicemails-emails-and any other ways you contact your prospects. Remember that cold calling doesn’t have to be painful or uncomfortable.

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