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Sales Therapy 101: Breaking Your Fear of Cold Calling
Almost every day, visitors to my Unlock The Game? website click on my live instant-messenger chat button, which invites them to "Ask Ari a selling question." And do you know what their most common question is? Yes, you guessed it: "Is there any way I can break through or overcome my fear of cold calling?" Most of us have at least some resistance to cold calling, and some people I talk with have such a paralyzing visceral and emotional fear of cold calling that they can't even consider doing it. In some ways, the fear of cold calling is practically an epidemic -- but not the kind of epidemic that gets publicized on TV or in newspapers. It's a silent and personal one, a psychological struggle that happens in our own hearts and minds. The fear of cold calling is a painful, daily struggle for many entrepreneurs and salespeople who have been trained in traditional selling techniques. Traditional sales trainers answer questions about cold calling this way: "All you have to do is make more phone calls." "All you have to do is think more positive thoughts." "Just learn to accept rejection as a normal part of selling." In other words, "It's your fault that you aren't succeeding in sales." This is like telling someone who's terrified of jumping off a diving board,"Don't be a wimp! Just jump!" In my experience, very few people are able to overcome their fears that way,because the underlying message is that, if you force yourself to do somethinguncomfortable, "just doing it" will magically solve the problem. But this is a response that shows no understanding at all of the psychologicalbarriers that underlie the fear of cold calling. So, how do you overcome your fear of cold calling? In my opinion, the solution actually is simple, and is based on understandingthree simple concepts: 1. It's Not Your Fault We can't help thinking there's something wrong with us if other peoplekeep telling us that something shouldn't be a problem, but our owninner feelings tell us that we aren't comfortable doing it. There's a sort of "old boys' club" sales-conditioning mentality prevalentin English-speaking countries, including the US, Canada, the UK, Australia,and New Zealand, that says, "I had to suffer to succeed in sales success,so you need to, too!" This thinking comes from traditional sales programs that continue to bethe accepted approach to selling. What you need to understand, though, is that you may fear cold callingbecause you have probably been exposed only to traditionalselling approaches, which triggers rejection. These approaches teach us to make cold calls this way: introduce yourself,explain what you do, suggest a benefit to the potential client...and thenclose your eyes and pray that they won't reply with "Sorry, not interested"or "Sorry, I'm busy." If you're still using this traditional approach, you probably hear responseslike these the moment you stop talking. They're rejections, and what they do us make you feel rejected -- and that'sreason enough to make you dislike, fear, and avoid cold calling. How can cold calling be a positive experience if rejectionis the most common response you get? 2. Are Your Self-Perceptions Passive or Aggressive? Whenever I chat with people about the fear of cold calling, they almostalways tell me that they're afraid to make cold calls because they don'twant to be perceived as "aggressive." This is another part of the internal battle -- they beat themselves up for beingtoo passive and lacking the confidence to make the next call, but they don'twant to call for fear of being seen as aggressive. Here's the good news: there is a middle ground between "aggressive" and passive." It's a place where you can be who you are while still being extremely effectivewith cold calling, without ever experiencing rejection again. Unlock The Game? shows you how you can be incredibly effective in cold calling without triggering rejection from potential clients. Imagine the possibilities (and the income potential). 3. Learn to Let Your Language Match Your Thinking If you can center yourself into a place where you can let go of feeling that youhave to go on using traditional cold calling "scripts" and behaviors, you'll find yourself spontaneously using language that you would use in a natural conversation. Using natural words and phrases -- speaking exactly the way you would with someoneyou know, can transform cold calling into a refreshing and productive experience. And, as you let go of the old-school cold calling model, in whichyour product or service is your only way of generating a phone conversationwith a prospect, you'll make the most crucial transition of all: you'll begin thinkingof approaching potential prospects not from your perspective, but from theirs. What do I mean by that? Imagine what it would be like if you could hear your prospect's thoughts aboutthe problems they are having -- and that your solution can solve. Even more importantly, suppose you could also make note of the wordsand phrases they're using as they think about their problems, and that youcould take that language and embed it in your cold calling approach. "Yes, but how would I do that?" you might ask. It's simple. Just ask your current clients what three core problemsyour product or service has solved for them. When you change your thinking, you can't help changing the languagethat you use, which lets you connect in a whole new positive waywith the other person you are calling. If you can let go of your old-school belief system and open up to the possibilitythat there is a more natural, comfortable way to cold call -- one that doesn'ttrigger rejection -- you'll be surprised by how easily you'll break throughand overcome your fear of cold calling. --------------------------------------------------------------- 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 insincerity, 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 http://www.unlockthegame.com to get his free sales training lessons.
MORE RESOURCES: Sales Teleselling - Google News Quiz: Preventing Senior Scams - Record-Searchlight
Part-time Telemarketing / Telesales Executive - This is Surreytoday
FTC Action Halts Telemarketers Who Sold Bogus Credit Cards - MarketWatch (press release)
FTC seizes Phila. firm, says it fleeced hard-up consumers - Philadelphia Inquirer (blog)
LA-based telemarketing software startup raises $15M - VentureBeat
Research and Markets: 2012 Worldwide Telemarketing Services Industry-Industry ... - Bradenton Herald
Cell Phone Numbers Going Public? Not Likely. - U.S. News & World Report (blog)
Telemarketing tops Wisconsin's consumer-complaint list - WSAU
SEC Alleges Telemarketing Stock Scam - Courthouse News Service
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