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How to Stop Cold Calls from Feeling Intrusive

Focusing on being helpful takes us away from the traditional sales mindset. To be perceived as helpful, we must actually be helpful. If we try to use "being seen as helpful" as just another sales technique, people will sense our hidden agenda and react with suspicion. Open the conversation with a question rather than a sales pitch.

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<p>4 key ways to be seen as helpful while cold calling</p>

<p>Most people sense that cold calls are self-serving to the person calling. You can almost hear the unspoken thought, "You want something, right? Otherwise why would you be calling?" This triggers almost immediate resistance. </p>

<p>For cold calling to be done in a non-intrusive way, we must shift the perception away from "you want something," into "you are being helpful." When our cold calls do not feel intrusive, people naturally are more open to talking with us.</p>

<p>Shifting this perception in others is all about shifting a perspective within ourselves. </p>
<p>Focusing on being helpful takes us away from the traditional sales mindset. In the old mindset, we talk about ourselves and our product or service. In this new approach, we’re focusing on potential clients and what may be helpful to them. </p>

<p>To be perceived as helpful, we must actually be helpful. If we try to use "being seen as helpful" as just another sales technique, people will sense our hidden agenda and react with suspicion. Be sincere in your approach and desire to help the other person. </p>

<p>Here’s how to stop being intrusive and start being helpful:</p>

1. <p>Make It About Them, Not About You</p>

<p>We’ve all learned that when we begin a conversation with a potential client, we should talk about ourselves, our product, and our solution. </p>

<p>But this self-focus almost always feels intrusive to the other person and shuts down the possibility of a genuine conversation. </p>
<p>Instead, step directly into their world. Open the conversation with a question rather than a sales pitch. For example, "I’m just giving you a call to see if your company is grappling with unpaid invoices issues?"</p>

<p>Never let the person feel that your focused on your own needs, goals, or agenda. Communicate that we’re calling with 100 percent of your thoughts and energy focused on their needs. </p>

2. <p>Avoid the Artificial Salesperson Enthusiasm</p>

<p>People feel pushed along by artificial enthusiasm. This triggers rejection because it feels very intrusive to be pushed by someone they don’t know. </p>

<p>Artificial enthusiasm includes some expectation that our product or service is a great fit for them. Yet, we’ve never spoken with them before, much less had a full conversation with them. We can’t possibly know much about them or their needs. </p>

<p>And so to them, we are simply someone who wants to sell them something</p>

<p>It is better to modestly assume you know very little about them. Invite them to share with you some of their concerns and difficulties. And allow them to guide the conversation, even when it means getting "off track" a bit. </p>

3. <p>Focus on One Compelling Problem to Solve</p>

<p>Don’t go into a pitch the way you would if you were operating out of the traditional sales mindset. Make what you say about them, not about you. Try to keep in mind that who you are and what you have to offer are irrelevant at this moment. </p>

<p>The key is to identify a problem that you believe the other person might have. Depending on your business or industry, here are some examples of what you might say:</p>

<p>I’m just calling if you’d be open to looking at any possible hidden gaps in your business that might be causing sales losses?</p>

<p>I’m just calling to see if you’re grappling with problems of employee performance related to a lack of training support?</p>

<p>I’m just calling to see if you’re open to looking at whether any department in your company might be losing revenue due to vendor overcharges?</p>

<p>Address one specific, concrete problem that you know most businesses experience. Don’t make any mention of you or any solutions you have to offer. Remember, it’s always about them, not about you. </p>

4. <p>Consider "Where Should We Go From Here?"</p>

<p>Let’s say the initial call turns into a positive and friendly conversation. The other person feels you’re offering something valuable, and wants to know more. Both of you feel there may be a match. </p>

<p>Rather than focusing on making a sale at this point, you can simply say, "Well, where do you think we should go from here?" </p>

<p>This question reassures potential clients that you’re not using the conversation to fulfill your own hidden agenda. </p>

<p>Rather, your giving them space and time to come to their own conclusions. You’re helping them create their own path, and you will follow.</p>

 

How to Use E-Mail "Cold Calls" Without Falling into the SPAM Trap!

Then we'll apply the Unlock The Game™ mindset so you can get an idea of how to create e-mails that won't trigger the negative "salesperson," or even "spamming salesperson," stereotype. Here's the same e-mail, but rewritten from the Unlock The Game™ mindset.

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<p>"Spammers have just about destroyed e-mail as a legitimate selling tool, but there are still ways you can use it to open communication rather than shutting it down right off the bat. E-mail is still a totally appropriate way of communicating with someone -- as long as you use language that doesn't trigger the "salesperson" stereotype."</p>

<p>First, we'll take a close look at one example of a "cold introduction" e-mail that uses the traditional sales mindset.</p>

<p>Then we'll apply the Unlock The Game™ mindset so you can get an idea of how to create e-mails that won't trigger the negative "salesperson," or even "spamming salesperson," stereotype.</p>

<p>On the surface, it looks innocent enough, but take a moment and ask yourself what your instant reaction would be if it arrived in your e-mail box.</p>

<p>The problem is that this message violates the core principles of the Unlock The Game™ mindset by creating the impression that the sender's only concern is making a sale. How?</p>

<p>There is a better way.</p>

<p>Here's the same e-mail, but rewritten from the Unlock The Game™ mindset.</p>

<p>How do you think you would react if you received this e-mail?</p>

<p>Perhaps you would give a sigh of relief because you wouldn't be feeling any sales pressure from this stranger you've never met.</p>

<p>This example shows that, even though e-mail is basically an impersonal one-way form of communicating, the Unlock The Game™ mindset can humanize the connection.</p>

<p>When you give prospects a chance to respond to your request for help, you increase the possibilities for two-way communication and trust-building.</p>

<p>"Always pay attention to how words and phrases that are typical of the traditional selling mindset can make you come across as a spammer," I told Janice.</p>

<p>You might want to start reviewing your e-mails to prospects.</p>

<p>Does your message focus on discussing you and your solution, instead of your prospects' issues or problems?</p>

<p>If you start to rethink and change your language, you may find yourself with more sales than you thought possible.</p>

<p>The basic principle is simple: Avoid self-sabotaging sales language.</p>

<p>A few weeks later, Janice reported back to me that she had been getting much more favorable responses, leading to more phone conversations with new prospects.</p>

<p>Try it yourself -- and do let me know how it goes.</p>

 

How To Use Your Right Brain When You Cold Call - Unlock the power of your right brain for cold calling success!

Do you struggle with the process of cold calling? Our "right brain" is very different from step-by-step, logical, linear processes. We’ve lost the normal flow of our intuitive, right brain abilities in cold calling. We’ve swapped it for sales scripts and strategies, opening and closing "lines."

cold call, cold calling, sales training, phone selling, phone prospecting, sales prospecting, sales scripts, telesales, telemarketing, mortgage selling, mortgage cold calling, insurance sales

<p>Do you struggle with the process of cold calling? For many of us, it’s a grueling experience. That’s because we try to carry on a conversation from a rigid, linear place. We’re trying to follow a strategy or a script. </p>

<p>Thus, when it comes to having a relaxed and enjoyable cold calling conversation, it just doesn’t work very well. </p>

<p>Our "right brain" is very different from step-by-step, logical, linear processes. It’s organic and intuitive. The right brain is all about things like speech and relationships. </p>

<p>So why do we turn off this very skilled part of ourselves when we’re doing exactly that in cold calling -- having conversations and engaging in some kind of relationship with a fellow human? Well, we’ve been trained out of it. We’ve lost the normal flow of our intuitive, right brain abilities in cold calling. We’ve swapped it for sales scripts and strategies, opening and closing "lines." </p>

<p>In some ways, you could say that we’ve become less human in our cold calling. All the intuitive elements have been taken out of the cold calling process. We’re focused on the sale, not on the person. We’re reading a script rather than really talking. We’re making a pitch, not listening. </p>

<p>Doesn’t this sound kind of like a game to you? Make a pitch, counter objections, and offer a closing line -- all with the intention of acquiring a sale. This is why most of us associate cold calling with the worst of what selling is all about. It’s the "going to war" concept. You put on your armor and play a mind-and-word game with someone you’ve never met. </p>

<p>On the other hand, what if we engaged the power of our right brain to bring us out of that place into real person-to-person contact? What would happen? Well, the first thing is that you would relax. Your right brain is more interested in the experience than in the goal. You would find yourself less rigid and less tense. Your cold calling speaking voice will have less of that telltale "salesperson" tone. You’ll feel more normal, speak more easily, and let a conversation move at its own pace and focus. </p>

<p>When you do this, others respond to you more naturally because they won’t feel chased. Many people really do genuinely enjoy the opportunity for pleasant connection, whether interested in buying or not. </p>

<p>Here are six keys to adjusting your mindset to tap into the power of your right brain when cold calling:</p>

<p>1. The right brain is interested in process, not outcomes.</p>

<p>Before you make a cold call, make sure your focus isn’t on making the sale. That’s the goal. Putting all of your focus on a goal sabotages your enjoyment of the process itself. Therefore, think to yourself, "My goal is not to make the sale but to create a conversation based on how I can help the other person."</p>

<p>2. The right brain is intuitive, not calculating or manipulative</p>

<p>When you’re making your cold call, avoid changing whom you are in order to secure the sale. Be your everyday relaxed self -- as if you’re calling a friend. There’s no need to be "on stage" or artificially enthusiastic. </p>

<p>The right brain is genuine, normal, relaxed, and decidedly non-artificial. </p>

<p>This is a great way to be when talking with potential clients. People know when you’re being genuine and when you’re not. Thus, they always respond much more positively to someone who’s being "real."</p>

<p>3. The right brain is flexible rather than linear</p>

<p>Throw out your linear sales script and strategies. Generate a spontaneous conversation based on the problems you can help the other person solve. Allow your cold calling conversations to "breathe." Allow the topic to wander a bit from time to time.</p>

<p>4. The right brain sees things holistically</p>

<p>View the person you’re calling as another person, not a "prospect." Let go of the "buyer-seller" mentality. You are not wanting to "get" a sale from somebody. Your focus is on the bigger picture, which includes the wellbeing of your prospect as well as yourself.</p>

<p>5. The right brain is open-ended, not rigid</p>

<p>Don’t worry about driving the cold calling conversation forward. Instead, open your call with a statement that focuses on a problem you can solve and invites a response like, "What do you mean?" or "Tell me more."</p>

<p>When you start tapping into the power of your right brain while cold calling, you’ll start to have fun. You’ll be amazed at how people respond to you. What’s more, at the end of the day you won’t be burned out. You’ll be energized and truly happy. </p>

<p>This is the power of your right brain.</p>




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