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How to Diffuse Cold Calling Pressure Points

Sales pressure is a mighty saboteur. Beginning any conversation with the anticipation of a sale puts the whole conversation under pressure. It usually triggers pressure, resistance, and tension.

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

<p>Stop your expectations from sabotaging cold calls.</p>

<p>Sales pressure is a mighty saboteur. And it comes in all shapes, sizes, and flavors. Beginning any conversation with the anticipation of a sale puts the whole conversation under pressure. This doesn’t normally create good outcomes. It usually triggers pressure, resistance, and tension. </p>

<p>People have received so many calls with such a strong focus on sales that they respond in a defensive manner to any sales calls at all. If you can release your expectations while making a cold call, you’ll diffuse the underlying tension that comes with sales pressure. And you’ll be surprised how often others will welcome talking with you. </p>

<p>Most of us truly believe that our product or service can help others, so we assume that anyone who fits the profile of a potential client should buy what we have to offer. Isn’t that one of the first things we learn in our sales training?</p>

<p>But this is a recipe for disaster when it comes to cold calling. When we make a call assuming someone will be interested, we’ve automatically moved into expectations. No matter how well camouflaged they are, sales expectations block the flow of natural conversation and put pressure on the other person. </p>

<p>So move away from making any assumptions when making cold calls. After all, how much sense is it to have assumptions about someone you’ve never spoken with? How much can you possibly know about their problems, issues, needs, budget, or other key information?</p>

<p>If you approach your calls from a place of genuine interest rather than expectations, you’ll diffuse any sense of sales pressure. The other individual will relax and the interaction will flow naturally. </p>

<p>However, if you’re already convinced in your own mind that they should be a fit, certain pressure has already started before the conversation has really even begun. The last thing you want is to introduce this into the conversation. So rather than moving into a sales presentation immediately, maintain the natural flow of interaction instead. </p>

<p>You can diffuse underlying sales pressure within any conversation by focusing first on whether you are a good fit. Invite the other person to focus on this with you. And determine together whether a good business relationship might genuinely be possible.</p>

<p>When our honest objective is not to make a sale but rather discover the truth of the situation, we have released expectations. The key is to offer options, so the person we’re talking with doesn’t feel pressure from us. This would only trigger the defensive reactions we’re trying to avoid. </p>

<p>Overcome the temptation to immediately discuss what you have to offer. Instead, help the other person overcome the fear of who you are and what is expected. Potential clients are much more likely to respond to you when they are not subjected to an immediate mini-presentation. This approach usually just creates suspicion and rejection. </p>

<p>So allow the conversation to have a natural sense of rhythm. Define mutual interest before launching into a description of your solution to a problem you probably know very little about at this point. </p>

<p>If you’re still caught up in the traditional mindset of making the sale, your voice and demeanor will be full of expectation. Although you may even be using the "asking questions strategy," you are really thinking about moving the conversation into the sales process. Others will subtly (or overtly) react to this expectation with resistance. </p>

<p>It’s perfectly fine to describe your product or service. However, you must introduce this at an appropriate time. </p>

<p>So be relaxed and low-key. Otherwise you risk introducing sales pressure immediately. </p>

<p>Rather than a presentation, you might begin with the question, "Hi, maybe you can help me out a second?"</p>

<p>The person will almost always respond by saying "Sure. How can I help you?" You’ve now diffused any immediate sales pressure. You’re being genuine and not using the canned phrases that every other salesperson is using. You’ve gotten rid of the usual initial pressure and tension that comes along with sales expectations. </p>

<p>When your expectations are released, others won’t feel you’re trying to lead them down the path to a sale. They are usually willing to examine along with you whether a business relationship might be good. </p>

<p>So there you have it. Release your expectations to avoid conveying a sense of sales pressure. Potential clients become more interested and involved as a result, and also much more truthful about where they stand.</p>

 

How to End Your Fear of Cold Calling - 3 Steps to changing your mindset about cold calling!

Most of us really dislike cold calling. By adopting this new mindset, you’ll be able to enjoy calling again. And, for the first time, you’ll see other benefits to cold calling besides actually closing a sale.

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

<p>Most of us really dislike cold calling. It’s probably the most dreaded of all sales activity, and causes the most rejection. </p>

<p>But there are wonderful ways to think differently about cold calling. We can eliminate the negative experience that’s typical for both caller and receiver simply by changing our mindset. When we begin to think differently, we find that cold calling is no longer the fear-laden experience we’ve come to expect. </p>

<p>By adopting this new mindset, you’ll be able to enjoy calling again. And, for the first time, you’ll see other benefits to cold calling besides actually closing a sale. </p>

<p>Here are three key focuses that shift us into this new way of approaching cold calling:</p>

1. <p>Focus on relationship rather than salesmanship</p>

<p>Begin your cold calls with the idea of having a conversation around the other person rather than around your product or service. Let your whole focus be about whether you can assist the person you’re calling. </p>

<p>This allows a conversation to unfold naturally and easily around their needs. And it also helps you be more relaxed around the possibility that your solution really may not be a fit for them at this time. </p>

<p>Who doesn’t like the idea of meeting new people? And who doesn’t like providing help if we can? When your mindset is in this place, then gracious and easy conversations happen. You aren’t all tense about whether a cold call will result in a sale. You’re operating out of authenticity. You’re being a real person, talking to real people. </p>

<p>Can I be of help to you? You probably wouldn’t say these specific words, but it’s a mindset that’s easy to hold. And it’s also more easily received by potential clients. They won’t feel "chased" by your sales agenda. They’ll be more open to explore things with you. And you’ll feel the enjoyment of meeting new people and discovering whether you can help them. </p>

<p>When you focus on building this kind of connection with people, you’ll find yourself improving your life in many ways. One is the obvious. You’ll have better cold calling conversations. You’ll find your sales going up. And you’ll also find yourself bringing much more professionalism into the actual experience of selling.</p>

2. <p>Focus on dialogue, not monologue</p>

<p>This new cold calling mindset is about having a true conversation, not a one-way script. It means genuinely anticipating cordial conversations with a new acquaintances. </p>

<p>This has to come from you naturally. It has to be a natural conversation. You have to believe yourself that you’re calling to see if you can help someone with your product or service. </p>

<p>Once you begin to enjoy the idea of conversing with people and building trust with them, your whole being shifts into this new frame of reference. And you begin to be in a place where the sale itself will not affect your behavior. </p>

<p>When this happens, your fear of rejection goes way down and your enjoyment of the human connection goes way up. </p>

<p>This is where you become free of the old rules around cold calling because you’re not worried about the selling anymore. You’re only concerned with helping the client, regardless whether you make a sale or not. And that’s freedom. It’s freedom to be professional and authentic. </p>

<p>When you think of upcoming cold calls in terms of dialogue rather than monologue, then you aren’t focused solely on what you might get from the conversation. You’re operating out of an honest desire to assist, and this always means having a two-way conversation. </p>

3. <p>Focus on problem solving rather than product selling</p>

<p>No matter what industry you’re in, there must be a need for your product or service, or you wouldn’t survive very long. So whether you’re offering entertainment, bookkeeping, computer programs or anything else, you’re fulfilling a particular need. </p>

<p>This new cold calling mindset focuses on identifying these needs from the perspective of potential clients. Shift your mindset away from what you have to offer, and focus instead on what their problem is. Step into their world. </p>

<p>Most of us enjoy problem solving. We like to "fix things." So it’s easy for us to come from a place of wanting to solve a problem. And that’s where we begin our cold calling conversations -- from their point of view, their difficulties, and whether we might be of service. </p>

<p>Human nature being what it is, we, as people, enjoy other people. And the more we help them, the more we get feedback that is supportive and positive.</p>

<p>We all want to enjoy our jobs and feel good about what we’re doing. </p>

<p>One of the major benefits of this new cold calling mindset is to add credibility and integrity to what we do as professionals. When we humanize the process of cold calling, we step out of the typical one-sided salesperson persona, and that feels really good.</p>

 

How to Recognize and Diffuse Hidden Pressures in Cold Calling

Here are four hidden sales pressures that we bring to our cold calling: Focusing On the Sale. 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. When your focus shifts from making a sale into making a conversation, there’s no sales pressure. Many people enjoy conversations.

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

<p>Here are four hidden sales pressures that we bring to our cold calling:</p>

<p>1. Focusing On the Sale</p>

<p>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 almost immediately notice your mindset. They sense that you are only 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.</p>

<p>So try this. Practice shifting your mental focus into thinking, "When I make this call, first I'm going to build a conversation. From this, a level of trust can emerge which allows us to exchange information back and forth. And then we can both determine if there's a fit or not." When your focus shifts from making a sale into making a conversation, there’s no sales pressure. Many people enjoy conversations. Moreover, as long as you’re sincere, this will be one of them.</p>

<p>You’re also exchanging information rather than "informing" someone of your product or service. This helps your potential client know that he or she matters to you. This means you’re not being experienced as "pushy."</p>

<p>Keep in mind that letting go of trying to force the outcome of the conversation into a sales event means being totally relaxed with the idea that your solution may not be a fit for them. When you’re exploring right along with another person whether there’s a "fit," then that person feels no sales pressure.</p>

<p>2. Talking About Ourselves First</p>

<p>When we start our cold calls with a mini-pitch about who we are and what we have to offer, we’ve introduced sales pressure right away. The other person knows we want to make a sale, and they have to respond to that pressure. Most will respond with defense or rejection.</p>

<p>So instead, start your conversation by focusing on a need or issue you know the other person is likely facing. Step into their world and invite them to share whether they’re open to exploring possible solutions with you.</p>

<p>3. Forcing the Conversation into a Pre-Planned Strategy or Script</p>

<p>Here’s a hard one to avoid if we’re using scripts or carefully planned cold calling strategies. When we rely on these methods, it’s usually because we just don’t know how else to "do" cold calling. However, when we take charge of a conversation in this way, the other person almost always feels like they are being maneuvered. That’s pressure.</p>

<p>If we aren’t allowing someone else to be fully involved in the conversation, then we’re using sales pressure to try to control the outcome. Potential clients feel this sales pressure, even when it’s subtle. Therefore, once again, "The Wall" goes up.</p>

<p>I’m not suggesting that we don’t prepare and plan for our cold calls. There are some really good ways to begin cold calls that we’ll want to use over and over. Additionally, there are special phrases we can use that convey well the fact that we’re interested in solving a problem for the other person.</p>

<p>What we want to avoid, however, is trying to control a cold calling conversation. This almost always happens with scripts and old-style sales strategies. Potential clients feel this pressure and respond negatively.</p>

<p>4. Over-Enthusiasm</p>

<p>The problem with over-enthusiasm in our cold calling is that the other person has to make a decision whether to "buy into" our perspective, or reject it. They feel the hidden sales pressure that wants them to be carried along with our enthusiasm. This usually means braking, whether gently or abruptly.</p>

<p>With over-enthusiasm (which is often just an offshoot of our tension), potential clients feel somewhat boxed in. They feel the pressure of our expectations so they feel compelled to respond either positively or negatively. Most will almost always respond negatively.</p>

<p>Completely eliminating all sales pressure from your cold calling conversations will certainly invite the other person to respond much more warmly and positively.</p>

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