These 5 Sales Techniques Helps You to Get Rid of Your Cold Calling Anxiety
These 5 Sales Techniques Helps You To Get Rid Of Your Cold Calling Anxiety
Does picking up that small plastic telephone and calling somebody annoy you? Why’s it that we are so scared of making a “cold call”? Is it really true that the phone has power to control us, when really it is only simply a tool for connecting with others?
Why do a lot of people have a feeling of anxiousness and tension over picking up the telephone and just offering a service over the phone? Well it’s simply because they understand in their mind that calling just “to close” a customer and having a concealed sales agenda is what upsets the customer on the other line. It is this uncomfortable feeling that rejection might happen and that we are invading other people’s lives that makes us paranoid to pick up the phone. This fear of rejection happens because some part of us knows that going straight for an appointment or for an order over the phone without any trust is unnatural. Would you approach someone in a bar and say “Hi my name isŅ. Give me your number?” or “Hi my name isŅŅ. And what I do isŅŅ… Can I sign you up for a great service I offer?” The answer is obviously “NO” because you understand that even in face to face meetings you won’t be appreciated by anyone until you have created that level of trust and feeling of comfort that would make someone want to listen to you. And this is where traditional sales sense fails us.
Hence naturally we have a feeling of anxiousness if we dump information and call on an unsuspecting receiver and ‘hope’ that they’ll continue listening to us. Even if we know that it is creating something that’s unnecessary for the listener we still do it like this. We should ask ourselves why this occurs. Well maybe we’re just not honestly looking at it from the receivers point of view and reaching it in a way that we can truly enter the receivers mind and be respectful enough so that we may start the conversation and see how we can ‘help’ them as oppose to ‘sell’ to them.
So if you truly want to get rid of your own anxiety prior to picking up the telephone, you should be able to remove their anxiety about talking to you. These a
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re five key principles that will allow you execute this:
1. BE A SELECTIVE VOLUNTEER:
You must consciously decide to originate from a place of being a “Selective Volunteer”- Why are you calling this customer? Simply to ‘close’ somebody or form a bond and connection that’s so strong that they would feel easy buying from you. Moreover, it is you, the salesperson who is deciding to talk to them. So it is as much your decision to labor with them as it’s theirs to labor with you. Hence if you call and feel that this customer is a perfect fit for your organization and you act appropriately, that is absolutely okay, but if they are not a fit, that is ok too. The truth of the kind of connection you might be able to create is far more important than closing someone. This would once again be the same for approaching somebody face to face. If you think the connection isn’t there, why would you want another appointment or time to chat? If you cannot assist them then you should feel okay with leaving. That’s what a critical volunteer’s frame of mind should be.
2. INHALE AND EXHALE:
We often find in our calling process that in an attempt to get into the prospect’s space and away as fast as possible we will often convey our speech as fast as possible. Nonetheless we all understand that as soon as you talk more rapidly, the stress on the listener builds up and they feel cornered. So any dialogue that’s made must be natural and void of tonality or subtle pressure that may signal the listener that YOU”RE uneasy or tensed about what you have to say. And the best way to sound confident is to deliver in a slow and steady way. Nevertheless when we put so much pressure on ourselves to execute how can one achieve this level of comfort? The answer is to TAKE A DEEP BREATH. Breathe naturally while making the call and take a few deep slow breaths prior to the call that will slow you down and take the pressure off your heart and your mind.
3. IMPERFECTION IS OK:
If you’re are too conscious of how you come across and too conscious of yourself to the point that your involvement regarding your execution is affecting your performance, well maybe you need to cut yourself some slack. It is the illusion that we should all be flawless that creates further anxiety and pressure on both us and the client. So by showing to them that we are humble and comfortable with making mistakes and being truly human, we make our way as far more responsibility and someone who is just here to help. Go comfortable with errors, as it is those that display your true meekness and your desire to attempt- Attributes that are admired and looked upon well by everyone.
4. EXERCISE PATIENCE:
When you last bought something did you buy it when you were ready or when you were asked to? We all know in our minds and hearts that nobody wants to be ‘sold’ on something. We all like to make the conscious decision that what we’re going to do is the greatest thing for us at that time. Yet we fail to remember this when we’re selling and have unrealistic expectations of the timing of when a customer might buy. We offer, we follow up, then we get irritated when we don’t hear from them for 2 or 3 weeks, and it takes perhaps even months for them to decide. We frequently feel if they’ve heard about the product or service they ought to naturally desire to buy immediately! Of course they would! Yet we never step back and ask ourselves, “Is this a something that they truly want to look at right now?” if it isn’t then when and if they purchase should be totally up to them and we should be happy to purposefully express our desire to be patient and show them that we know they’ll come to US when they’re ready, not before.
5. USE A LANGUAGE DIARY:
Those familiar with Unlock The Game’s approach to sell by Ari Galper will be very aware of the significance of language over the phone call and how the simple selection of certain words and phrases can have an effect on a phone call’s success. Any word that creates tensio
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n or seems controlling or manipulative will ruin that relation that you have with a prospect who doesn’t want to be controlled by someone. Hence you should keep a notebook or diary of important expressions or phrases that take out that pressure on the phone call and create comfort for the receiver. Calling and asking asking whether people would be willing to heed your advice though a phrase such as “would you be willing to ….” Would get you so much further than simply dumping a speech on an unwary stranger. For further potent phases and means to remove the pressure out of your language read take a look at Ari Galper’s material and see how it might work for you.
Cold Calling is merely a process to connect with another human being and with this mindset your stress will disappear because you know in your own that you are coming from a position of humility and helping others. You don’t realize if you are a fit until you have truly created that feeling of strong trust, so at all times focus on THEM, not pushing a TRANSACTION.
By: AriGalper
Article Directory: http://www.articledashboard.com
Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com
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