Sales & Teleselling Information

7 Cold Calling Secrets Even The Sales Gurus Dont Know

More and more e-mails are arriving in my in-box from people who hate cold calling. Here's what they're saying:

? "Cold calling terrifies me."

? "The phone feels like a 10,000-pound weight."

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

? "I feel like a fraud when I'm cold calling."

? "I can't take the rejection when I do cold calling. It just kills me."

? "I've gone from top producer to 'hermit' because of my mental brick wallwhen it comes to cold calling."

Cold calling the old way is a painful struggle.

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

To show you what I mean, here are 7 tested cold calling ideas that even the sales gurus don't know.

1. Change Your Mental Objective Before You Make the Call

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

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

They sense that you're focused on your goals and interests, rather than on finding out what they might need or want.

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

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

All the feelings of rejection and fear come from us getting wrapped up in our expectations and hoping for an outcome when it's premature to even be thinking about an outcome.

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

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

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

Your phone rings and someone says, "Hello, my name's Mark. I'm with Financial Solutions International. We offer a broad array of financial solutions. Do you have a few minutes?"

What would go through your mind?

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

In other words, it's basically over at "Hello," and you end up rejected.

The moment you use the old cold calling approach -- the traditional pitch about who you are and what you have to offer, which all the sales gurus have been teaching for years -- you trigger the negative "salesperson" stereotype in the mind of the person you've called, and that means immediate rejection.

I call it "The Wall."

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

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

We've all been trained to try to push prospects into a "yes" response on the first call. But that creates sales pressure.

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

It's that fear of rejection that makes cold calling so frightening.

Instead, start thinking about language that will engage people and not language that willtrigger rejection.

3. Identify a Core Problem That You Can Solve

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

But when you offer your pitch or your solution without first involving your prospect by talking about a core problem that they might be having, you're talking about yourself, not them.

And that's a problem.

Prospects connect when they feel that you understand their issues before you start to talk about your solutions.

When people feel understood, they don't put up The Wall. They remain open to talking with you.

Here's an example based on my own experience. I offer Unlock The Game? as a new approach in selling. When I call a vice president of sales, I would never start out with, "Hi, my name is Ari, I'm with Unlock The Game, and I offer the newest technique in selling, and I wonder if you have a few minutes to talk now."

Instead, I wouldn't even pick up the phone without first identifying one or more problems that I know VPs often have with their sales teams. Problems that Unlock The Game? can solve.

For example, one common problem is when sales teams and salespeople spend time chasing prospects who have no intention of buying.

So I would start by asking, "Are you grappling with issues around your sales team chasing prospects who lead them on without any intention of buying?"

So, come up with two or three specific core problems that your product or service solves. (Avoid generic problem phrases like "cut costs" or "increase revenue." They're too vague.)

4. Start With a Dialogue, Not a Presentation

Let's return to the goal of a cold call, which is to create a two-way dialogue engaging prospects in a conversation.

We're not trying to set the person up for a yes or no. That's the old way of cold calling.

This new cold calling approach is designed to engage people in a natural conversation. The kind you might have with a friend. This lets you both of you decide whether it's worth your time to pursue the conversation further.

The key here is never to assume beforehand that your prospect should buy what you have to offer, even if they're a 100 percent fit with the profile of the "perfect customer."

If you go into the call with that assumption, prospects will pick up on it and The Wall will go up, no matter how sincere you are.

Avoid assuming anything about making a sale before you make a call.

For one thing, you have no idea whether prospects can buy what you have because you know nothing about their priorities, their decisionmaking process, their budget, etc.

If you assume that you're going to sell them something on that first call, you're setting yourself up for failure. That's the core problem with traditional old-style cold calling.

Stay focused on opening a dialogue and determining if it makes sense to continue the conversation.

5. Start With Your Core Problem Question

Once you know what problems you solve, you also know exactly what to say when you make a call. It's simple. You begin with, "Hi, my name is Ari. Maybe you can help me out for a moment."

How would you respond if someone said that to you?

Probably, "Sure, how can I help you?" or "Sure, what do you need?" That's how most people would respond to a relaxed opening phrase like that. It's a natural reaction.

The thing is, when you ask for help, you're also telling the truth because you don't have any idea whether you can help them or not.

That's why this new approach is based on honesty and truthfulness. That's why you're in a very good place to begin with.

When they reply, "Sure, how can I help you?," you don't respond by launching into a pitch about what you have to offer. Instead, you go right into talking about the core problem to find out whether it's a problem for the prospect.

So you say, "I'm just giving you a call to see if you folks are grappling (and the key word here is 'grappling') with any issues around your sales team chasing prospects who turn out to never have any intention of buying?"

No pitch, no introduction, nothing about me. I just step directly into their world.

The purpose of my question is to open the conversation and develop enough trust so they'll feel comfortable having a conversation.

The old way of cold calling advises asking lots of questions to learn about the prospect's business and to "connect." The problem is that people see right through that. They know that you have an ulterior motive, and then you're right back up against The Wall.

These ideas may be hard for you to apply to your own situation at first because trying to leverage calls based on what we know about our solution is so engrained in our thinking.

If you stay with it, though, you can learn to step out of your own solution and convert it into a problem that you can articulate using your prospects' language.

And that's the secret of building trust on calls. It's the missing link in the whole process of cold calling.

6. Recognize and Diffuse Hidden Pressures

Hidden sales pressures that makes The Wall go up can take a lot of forms.

For example, "enthusiasm " can send the message that you're assuming that what you have is the right fit for the prospect. That can send pressure over the phone to your prospect.

You must be able to engage people in a natural conversation. Think of it as calling a friend. Let your voice be natural, calm, relaxed?easy-going. If you show enthusiasm on your initial call, you'll probably trigger the hidden sales pressure that triggers your prospect to reject you.

Another element of hidden pressure is trying to control the call and move it to a "next step".

The moment you begin trying to direct your prospect into your "sales process ", there is a very high likelihood that you can "turn off" your prospect's willingness to share with you the details of their situation.

It's important to allow the conversation to evolve naturally and to have milestones or checkpoints throughout your call so you can assess if there is a fit between you and the person you are speaking with.

7. Determine a Fit

Now, suppose that you're on a call and it's going well, with good dialogue going back and forth. You're reaching a natural conclusion?and what happens?

In the old way of cold calling, we panic. We feel we're going to lose the opportunity, so we try to close the sale or at least to book an appointment. But this puts pressure on the prospect, and you run the risk of The Wall going up again.

Here's a step that most people miss when they cold call. As soon as they realize that prospects have a need for their solution, they start thinking, "Great, that means they're interested."

What they don't ask is, "Is this need a top priority for you or your organization to solve, or is it something that's on the back burner for a while?"

In other words, even if you both determine that there ia a problem you can solve, you have to ask whether solving it is a priority. Sometimes there's no budget, or it isn't the right time. It's important that you find this out, because months later you'll regret not knowing this earlier.

Putting the Pieces Together

Have you ever wondered where the "numbers game" concept came from?

It came from someone making a call, getting rejected, and the boss saying, "Call someone else."

But with the new way of cold calling, it's not about how many people you call. It's about what you say and how you come across.

Do you remember the definition of insanity-continuing to do the same thing but expecting different results?

If you go on using the same old cold calling methods, you'll go on experiencing the ever-increasing pain of selling.

But if you adopt a new approach and learn how to remove pressure from your initial cold calls, you'll experience so much success and satisfaction that it'll really change the way you do business, bring you sales success beyond your imagination-and eliminate "rejection" from your vocabulary for good.

With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari Galper discovered the missing link that people who sell have been seeking for years.

His profound discovery of shifting one's mindset to a place of complete integrity, based on new words and phrases grounded in sincerity, has earned him distinction as the world's leading authority on how to build trust in the world of selling.

Leading companies such as Gateway, Clear Channel Communications, Brother International and Fidelity National Mortgage have called on Ari to keep them on the leading edge of sales performance. Visit to get his free sales training lessons.

Business:Sales Teleselling Articles from
03/27/2018 09:01 AM
9 Cold Calling Techniques That Convert
So... you want to learn how to cold call for sales? Do you want to learn cold calling techniques that really work? So here are my golden 9 cold calling tips
11/06/2017 03:53 PM
How to Cold Call As a Staffing Sales Executive
If you don't believe that cold calls work in 2017 then stop reading this article and get back to email. Cold calling still works in a BIG way. Here's why and here's how to make an effective cold call in staffing.
10/09/2017 01:58 PM
Get Your Sales Pipeline Right - Questions to Ask Before You Hire a Telemarketing Company
Sales forecasting is of the utmost importance to almost any sales driven business, because it enables business leaders to formulate an understanding of how their organisation will perform in the coming weeks and months. This, in turn, allows them to make important decisions with at least some idea of what the future holds. Unfortunately, there is one major issue with sales forecasting: many businesses struggle with it.
08/28/2017 11:00 AM
What Single Phrase Increases Salespeople's Phone Appointments by 12% to 44%?
If you use the phones in a selling situation this is a must read. See how by just adding a couple easy words to your phone conversation you can significantly increase your selling success. If you make appointments with prospects this simple secret can give you a fast raise.
05/24/2017 02:06 PM
Specific Strategies to Empower Your Call Center Business
In this article, I had presented some ideas about the empowerment of call center business. It is quite a task to systematically deliver excellent customer service while cutting down additional costs. For the providence of customer satisfaction, companies should use some specific strategies like use of social media, empower the employees and use new call center software.
02/17/2017 10:56 AM
Telemarketing? Try These Tips For An Effective Phone Call
The goal of a telemarketing script is to convey messages over the telephone. When someone receives a sales letter or literature, they can read it over and over and focus in on certain portions of the material. With telemarketing, however, we have one chance to make an impression and we have to work quickly.
11/29/2016 04:17 PM
Call Center Services - Generate Better Revenue By Satisfying Your Customers
How to generate better profits? This is a question that keeps echoing in the mind of every businessman because there are competitors, who are more than willing to abate their profits.
06/17/2016 08:59 AM
Anatomy of a Stellar, Strategic Sales Call
In the sales field, there are many different ways to generate a sales lead. The method that is most difficult to close a sale is phone calls.
06/10/2016 07:45 AM
Voice Mail: 5 Proven Techniques That Get Your Calls Returned!
If you're struggling to get your voice mails returned, then you're not alone. Industry stats show that less than 10% of voice mails to new prospects are returned. Because of this, finding the right voice mail message, and knowing a few proven techniques, can be the key to not only making contact with those hard to reach sales leads, but also in developing relationships and getting new accounts.
02/04/2016 12:15 PM
Managing Your Working Day in Inside Sales
If you work in Inside Sales, dealing with inbound and outbound calls, Skype requests and instant messaging, then you need to have firm control over managing your day. This article takes a look at how you can do this more effectively using Microsoft's Outlook or Office 365 package. Naturally, your CRM may do all this for you, but I work with hundreds of companies who still rely on Outlook for email communications, calendar and tasks or who have Outlook linked into their CRM.
01/15/2016 12:49 PM
Cold Calling Never Died, and Never Will
I always chuckle to myself when I read or hear someone proclaim "the cold call is dead". I can assure you that, to those who do proclaim such doom and gloom, the cold call was never alive! Cold calling has nothing to do with "cold", and those who have built and continue everyday to build their businesses, utilizing this fundamental skill, are in an elite club.
01/07/2016 12:02 PM
Telemarketing: The Cost Effective Advertising Method Without Falsifying Actual Facts
When a company begins marketing, it's not the product or service that is being marketed. Rather it's the attribute of the product that consumers purchase. When Telemarketing Services take place, the focus on brand name and quality is what helps. The Outbound Telemarketing Team must know this.
11/17/2015 07:53 AM
How to Use Tie Downs to Build Momentum
It's critical for you to begin using more of the tie downs during every conversation. Remember, the more you can get your prospect talking, the more you'll learn what it will take to close them.
10/19/2015 08:30 AM
7 Tips to Enhance the Productivity of Your Sales Executives
Buying a cell phone number list and installing a contemporary call center software is not enough to enhance the productivity of your sales agents. The reason is that, though, these tools do reduce the manual work of your sales professionals, they cannot render the required human touch; inspiration and motivation that managers provide. This article talks about seven 7 tips good to go when boosting the productivity of your sales executives.
10/16/2015 04:32 PM
WOOOO! Gonna Make Some Cold Calls Today!
The discipline of dedicated prospecting... I am a fan of cold calling. There I said it.
10/09/2015 07:37 AM
Do's and Don'ts of Cold Calling
Cold calling can be very effective, but all too often, the sale is hindered by poor cold calling etiquette. As a result, prospects are turned off by the sales call, instead of being interested in your product. If you want your telemarketing list to live up to its full potential, try to educate your sales representatives and make sure they don't commit any of these cold calling mistakes.
09/09/2015 02:01 PM
How to Cold Call Properly
Cold calling can be one of the most effective techniques a salesperson can employ. So why is it that so many salespeople are terrible at cold calling? Check out a few of the worst behaviours bad cold callers exhibit and avoid these at all costs!
07/28/2015 11:31 AM
10 Futurist Technology Predictions for Inside Sales Teams
What is AI? AI stands for Artificial Intelligence. I prefer automated intelligence. It's already with us in many forms. Artificial Intelligence is the intelligence exhibited by machines or software.
07/23/2015 04:11 PM
How to Generate High Quality Telephone Sales Appointments and Sales Leads
Nothing happens until a cold lead is converted into a warm sales lead, until that first contact is made with the prospect, until the prospect can be qualified, an appointment booked or a sales made... that's why the ability to generate high quality telephone appointments and sales leads is vital. This report gives you a 6 step staged process that anyone involved in sales, business development or marketing can follow to build a strong and solid sales diary as well as a highly qualified sales pipeline. It also gives you insight into how to deal with the most common objections encountered during this crucial stage of sales and business development, so your sales and lead generation efforts don't get derailed as easily as they might. Follow this proven 6 step process and you'll see how making sales appointments by telephone, qualifying prospects and filling the sales diary will be easier, faster, less stressful and more focussed. If you've ever looked at the sales diary or your sales funnel and found it lacking qualified leads and opportunities, you should read this article. I've written this in a way you can share directly to your sales team, your colleagues.
06/30/2015 12:32 PM
How To Retain The Telemarketers For a Longer Period Of Time
Enter each prize sweepstakes or challenge conceivable. Permit the patron to contact you with unique offers, and give your telephone number.
06/25/2015 03:55 PM
Our Top 5 Tips on Choosing the Right Telemarketing Company
Telemarketing is an important element in the sales & marketing strategies of many companies and organisations. It can be within budget of even small business now that the market has become so competitive, but it is very important to select a company that is able to provide you with the service you require.
06/04/2015 12:54 PM
What Is There in Telemarketing?
Marketing is how you communicate with your prospective clients with the goal of selling your product or service to them. Selling the feature of your product or service is a key aspect of management. But closing a deal that leads to a sale is definitely the best part of marketing especially in telemarketing.
06/04/2015 07:44 AM
Some Tips On How To Have A Successful Not-For-Profit Telemarketing Campaign
There are ways for you to ensure the success of a non-profit telemarketing campaign though. By following the tips below, you can achieve your goals for your charitable project or organization.
06/02/2015 03:45 PM
Final Expense Sales By Phone - Does It Work?
More final expense agents are expressing interest in final expense sales by telephone. Discover the truth behind final expense sales by phone and whether or not it really works.
05/22/2015 11:29 AM
Salient Features of Fixing Appointments With Professionals of Telemarketing
In order to launch a particular product or services one needs to organize an informative seminar. This seminar elaborates the details of products or services manufactured by an organization to reach them to the potential customers. A skilled professional helps to fix appointment with the telemarketing experts. A skilled telemarketer will guide you in the right way while helping you to achieve the desired goals in an effective manner.
03/10/2015 02:16 PM
Is Your Phone Sales Opening Cliched?
Reaching decision makers by phone is hard enough. We need to make sure that once we are speaking with them, we are able to hold their interest. Let's avoid becoming a talking cliche.
02/27/2015 09:08 AM
Lead Generation for Small and Medium Sized Businesses
Lead generation is considered to be one of the most essential parts of business, everyone regularly receives emails on the secrets of how to generate thousands of leads, however there is one proven method of doing it, and that is tele-calling lead generation. This is a tried and tested method used by numerous organizations to generate fresh customer leads.
01/27/2015 07:00 AM
Why You Need Phone Scripts
So, should you learn and use well-crafted, real world responses that give you the best chance to succeed in the selling situations you get in day after day? Or should you continue to make things up as you go along, hoping that what you say will occasionally work while you keep wondering why sales seems so hard for you, but easy for the top producers in your office? Read on...
01/20/2015 09:56 AM
Telemarketing Companies Help Businesses Get A Niche In The Competitive Market
Telemarketing is a process of direct marketing in which telecallers make telephone calls to prospective customers in order to solicit them for buying a range of consumers products and services. The telephone is a powerful tool that directly connects a seller to a buyer so that they can talk to each other and can make a common understanding concerning the buying and selling of products and services. Being the most interactive marketing medium, telemarketing allows telemarketers better opportunities to do the following: Answer your prospects questions Address their concerns Overcome their objections...
11/26/2014 04:10 PM
Can It Get Any Colder? Tips For Warming Up Those Frosty Cold Calls
Just about everyone that has ever worked in the business world has had the experience of making a cold call. Even the executives you target when you perform this dreaded task probably had to make them at some point in their careers. So why is it so hard and why do they call them cold calls? Read on for some tips that can be useful for anyone performing this dreaded task.
10/15/2014 08:30 AM
Direct Response Call Center - Handling Bulk Response With Efficiency
In order to handle the high volume of calls in direct response marketing, many businesses are opting for direct response call centers. Teaming up with a call center allows them to handle call volume spikes during peak hours, give better attention to customer satisfaction and find out whether there is some fault in their marketing strategy.
07/25/2014 03:26 PM
Why Traditional Telemarketing Fails.
Calling the wrong level. By this I mean the they work from the bottom to the top. Later in the book I will show you how it is much more powerful to work from the top-down.
07/08/2014 11:23 AM
3 Best Tips for Hiring Good Telemarketers
After being asked by many telemarketing managers and CEOs that are starting a telemarketing campaign to get the word out on a new product line or discount, or service- on how to really hire good telemarketers- we came up with this response. Please read below for some cool tips about hiring good telemarketers.
05/30/2014 08:58 AM
Surviving The Competition In The Telemarketing Industry
Below is an article on how to survive the intense competition in the telemarketing industry. I am sharing some ways of doing smart telemarketing.
04/29/2014 01:46 PM
Should Telephone Sales and Service Be Outsourced? 5 Reasons to Outsource and 5 Reasons to Avoid It
What should companies consider when they are thinking about hiring a telemarketing or call center partner? Here are the reasons for and against outsourcing outsource your telephone sales, lead generation, and customer service.
04/18/2014 10:31 AM
Twenty Telesales Tips
It's quite an awesome feat when you think about it. It requires a talented individual to be able to do that well. Here are 20 Tips to help you become a more effective tele-persuader...
04/16/2014 05:03 PM
6 Steps to a Successful Cold Calling Email Format
Emails can be a much more effective way to get in touch with your prospects than straight cold calling. Learn how to use email the right way to get prospects to read and respond to you!
04/09/2014 03:55 PM
If You Are Leaving A Voicemail Do It Right!
How often do you get a voicemail that you find hard to understand? How often do you get a voicemail that misses some critical information? Voicemails are an effective tool if used correctly, but they can be frustrating if they are done badly.
04/08/2014 12:53 PM
2013 Telephone Consumer Protection Act (TCPA) Changes: A Year in Review.
The US government is one of the largest publishers in the world, equivalent to a traditional $821 million business. Given the amount of financial activity within the government, not to mention the number of private businesses and enterprises subject to its decisions, it's no surprise how often its laws change and regulations updated. A significant rule update occurred in 2013 with the Telephone Consumer Protection Act, or TCPA.
02/10/2014 02:02 PM
Choosing the Right Outbound Contact Center Solution
Choosing an outbound contact center solution can be a daunting task, given the wide spectrum of product offerings, and the unfortunate number of pretenders playing in this space. Use this ten point checklist to start your evaluation process.
02/04/2014 02:00 PM
How Telemarketers Get Your Phone Number
Have you been getting a lot of telemarketing calls these days and ever wondered how is that these people get access to your personal or official phone numbers? Telemarketing calls can often be a worry or trouble when you are in the middle of something real important and telemarketers call you to check if you need to buy something of very little or absolutely no use to you at all! Here we tell you some of the methods with which telemarketers get access to your phone number.
01/08/2014 01:32 PM
Getting Back To The Basics In Business: Establishing Customer Relationships
A business revolves around its customers. Hence, the goal of every business should be to serve its clients, prioritize their satisfaction and resolve their concerns and issues at the earliest. With dozens of people to serve simultaneously, one often wonders how it would be possible to attend to all. An effective Customer Relationship Management strategy takes the guesswork out of it.
11/12/2013 10:08 AM
Hot Seating - Hot Topic!
Hot seating and desk sharing are a standard practice in most contact centres. Desk sharing is where contact centre agents have an assigned seat, but share the workspace with one or more people who work different shifts.
11/01/2013 09:19 AM
The Importance of Selecting a Good Business Database
A Good Business Database helps a company organize, stock, contact and provide information about customers and additional leads. It is very important to a company's growth since it gives access to their sales and marketing personnel to concentrate on specific targeted audiences and covert the database leads into potential sales. By having a good business database, the company can analyze existing client demographics and provide feedback on how to optimize their products and services.
10/30/2013 10:45 AM
Reduce Your Average Call Handling Time
Average call handling time (AHT) measures Contact Centre efficiency. A lengthy conversation can be unnecessary...
10/16/2013 09:19 AM
Phone Etiquette Tips for Telesales
Do you sell over the phone? Etiquette is crucial to effective telesales. We cover some basic tips to take into consideration when talking to prospects on the telephone.
09/30/2013 01:10 PM
What Forms of Marketing Do You Use to Attract New Customers?
In a world where we are all trying to get the attention of the customer through Direct Mail, Email Marketing, PPC, SEO, and Social Media it is apparent that one hugely important element in the marketing mix in converting prospects into customers is through Telemarketing. Telemarketing is still seen as one of the most cost effective tools, identifying your ideal target customers, cleansing that data to ensure you get the right individual, marketing to that said individual and then following up with telemarketing is a sure key way to convert more prospects into customers and win new...
09/20/2013 09:52 AM
One Easy Tip to Qualify Your Prospect in Cold Calling
Learn how to qualify your leads and only focus on the best prospects. Learn two simple ways to further qualify your prospect and save time talking to the right people.
09/20/2013 09:12 AM
How to Isolate the Objection and Close the Deal in Cold Calling
Learn how to close on objections and get the sale using this one simple technique. Also learn how to tie assumptive questions into your sales presentations to smooth over the sale.
09/18/2013 03:55 PM
How to Make Cold Calling Easy
Learn the one mindset that will unlock your cold calling skills. How to use negative experiences and rejection to accomplish your goals in prospecting.

home | site map
© 2006