PId Like To Introduce You To A Radical New Thought. In The Old Sales Mindset, Youve Probably Been Trained To Focus Only On Making The Sale. You Approach Your Cold Calls With The Idea Of Moving Things Towards A Sales Event.ppBut Think About What This Does To Your Cold Calls. Before You Even Say "hello," Basically Then, You Have An Agenda. You Want Something.ppWell, Your Prospects Can Sense This Immediately, And They Put Up Their Guard. As People, Whenever We Know That Someone Wants Something From Us, We Automatically Move Into A Defensive Place. You Probably Do, Too, If Youre Talking With Someone Who Has An Agenda.ppCan You See That Your Sales Focus Actually Destroys The Possibility For A Genuine, Trusting Conversation? Because Its Focused On Yourself Your Desire For A Sale - And Not On The Other Person.ppSalesmanship Vs. RelationshipppSo Its Time To Re-think The Way You Approach Cold Calls. When Your Strategy Is To Make A Sale, Then Youre Someone Who Has To Be "watched." Youre Not Weighing Whats Important To The Other Person. And So To Them, You Cant Be Trusted.ppIts Much Better To Build Trusting Relationship Into Your Cold Calling Process. When The Other Person Feels That Youre Relating To Them From This Place, Theres No Need To Be Suspicious And Defensive. There Can Be A Pleasant, Productive, Truthful Dialogue About Whether What Youre Offering Makes Sense For Them.ppSo, Really, Its About Trust And Relationship. Why? Because When Given The Choice, People Always Prefer To Do Business With Someone They Can Trust.ppHere Are Two Fundamental Shifts Youll Need To Make If You Want To Move Away From The Old "sale-focused" Mindset.pp1. Release The Need For ControlppWhenever Youre Trying To Control The Outcome Of Your Cold Call, Youre Not Allowing The Conversation To Have A Natural Rhythm And Flow. Youre Trying To Maneuver Things In A Certain Direction.ppSo Youre Not Building Relationship, Youre Trying To Build Sales. Youre Focused On Things Like Getting Information, Finding The Decision Maker, Scheduling An Appointment, Or Closing The Sale.ppAnd All Of This Sets Off "alarms" For The Other Person. Prospects Can Sense That This Kind Of Interaction Is Somewhat Of An Impersonal, Pre-ordained Process. They Know It Really Hasnt Much To Do With Them.ppSo How Can You To Shift Into Something More Positive? You Begin By Consciously Surrendering To The Outcome Of Your Cold Call. When You Do This, Youre No Longer Trying To Manage Things. You Can Be Relaxed And Helpful.ppThis Is Subtly But Powerfully Felt By The Other Person. When They Recognize Youre Not "pushing" For A Certain Outcome, Theres An Opportunity For Mutual Exploration, And You Can Be Viewed As Someone Whos Trustworthy.pp2. Focus On The Other PersonppWhen You Start Your Cold Calls By Talking About Your Product Or Service, Most People "shut Down" Right Away. Youre Talking To Someone Who Doesnt Know You, And Youre Trying To Get Them To Step Into Your World.ppInstead, Try Stepping Into Their World. Think About What Matters To Them. Put Yourself In Their Shoes.ppThe Best Way To Do This Is To Think About What Kinds Of Problems They May Be Having. For Example, Lets Say You Provide Invoice Management Systems. You Might Start With Something Like, "Im Just Calling To See If Youd Be Open To Exploring New Ways To Solve Revenue Loss From Unpaid Invoices."ppNow Youve Started Your Cold Call By Focusing On The Other Persons Issue Right Away. Youre Not Talking About Yourself. Youre "tuned Into" Their Problems And Difficulties. This Feels Really Good To Them, And Youll More Likely Share An Open, Trusting Conversation.ppWhen You Dont Have Strategies And "pitches" Built Into Your Cold Calling Agenda, You Can Be A Real Person Talking To Another Real Person. Now Theres An Opportunity Explore Together In A More Trusting Way Whether What Youre Providing Is A Fit For Them. And The Difference Will Astonish You.p
