In: Categories » Business » Ethics and presentation » 4 Forms of Sales Pressure that Sabotage Cold Calls
|
If you’ve been trained in the old traditional sales approach, your cold calling strategy is probably one of persuasion. That is, you use a variety of way to try to persuade another person to buy your product or service. You point out the benefits and features of what you have to offer, and use strategies to convince them to make a purchase. But what you’re really doing is pressuring the other person to follow your own personal agenda. It’s a form of sales pressure that most people respond to by becoming defensive. I call this “The Wall.” “The Wall” goes up because people don’t like the feeling of being pressured. So the very thing you’re trying to accomplish is actually being sabotaged by the way you’re going about it. It’s a good idea, then, to look at completely eliminating sales pressure from your cold calling conversations. If you do this, you’ll be able to stop triggering “The Wall.” Let’s take a look at 4 main ways that sales pressure is brought into cold calling conversations, and things you can do instead. 1. Focusing on the Sale If you’ve been trained in the old traditional sales approach, you’re hoping to make a sale whenever you dial the telephone. The problem is that the people you call somehow almost immediately notice your mindset. They sense that you’re only focused on your own goals and interests, and this short-circuits the whole process of communication and trust building. So try this. Practice shifting your mental focus into thinking, "When I make this call, first I'm going to build a conversation.” When you build a conversation and exchange information instead of persuading or pressuring someone to buy, then the other person can feel much more relaxed. And “The Wall” won’t be triggered. 2. Talking About Yourself First When you start cold calls with a mini-pitch about who you are and what you have to offer, you’ve introduced sales pressure right away. Prospects know you want to make a sale, and they have to respond to that pressure. And most will respond with defense or rejection. 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. 3. Forcing the Conversation into a Pre-Planned Strategy or Script Here’s a hard one to avoid if you’re using scripts or cold calling strategies. Taking charge of a conversation almost always feels like manipulation to the other person. And that’s pressure. So again, “The Wall” goes up. I’m not suggesting that you don’t prepare and plan for your cold calls. There are some really good ways to begin cold calls that you’ll want to use over and over. What you want to avoid, however, is trying to control a cold calling conversation. This almost always happens with scripts and old-style sales strategies. Prospects feel this pressure and respond negatively. So it’s best to avoid rigidly following any pre-planned strategy, and instead let the conversation unfold much more naturally. 4. Artificial Enthusiasm The problem with high enthusiasm in cold calling is that the other person has to make a decision whether to “buy into” your perspective, or to reject it. They feel pressure to be carried along by your enthusiasm. This usually means they’ll put on the brakes, whether gently or abruptly. So instead it’s best to talk normally and naturally, as if you were talking to a friend. Others won’t feel the pressure of your expectations, and can choose to respond to you in a more open, relaxed way. Completely eliminating all sales pressure from your cold calling conversations helps people feel more comfortable carrying on a conversation with you. And this means you’ll be invited more often to explore the truth of whether your product is a fit for them. Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don't know. To receive your 10 free audio mini-lessons visit http://www.UnlockTheGame.com
|
legal disclaimer
1) Our website is not responsible for the information contained by this article as well for any and all copyright infringements by authors and writers. E-articles is a free information resource. If you suspect this article for any copyright infringements, please read the Terms of service and contact us to investigate the problem.
2) The E-articles directory team is not responsible for inaccuracies, falsehoods, or any other types of misinformation this tutorial may contain and will not be liable for any loss or damage suffered by a user through the user's reliance on the information gained here. Please read the Terms of service
Useful tools and features
If you like this article (tutorial), please link to it from your web page using the information above. Linking to this page, this is the only way to help us improve our service, the same time providing your visitors with a way to improve their online experience.
related articles
We must distinguish between different kinds of productivity. Economic theory refers to macroproductivity on national and global levels, microproductivity on business and institutional levels, and nanoproductivity on suborganizational levels such as the department or the productivity of an individual job or person. We also distinguish between performance (or material) productivity and economic (or financial) productivity. Both performance productivity and e...
2. The Role of Knowledge Workers
The function of personal knowledge, understanding, and judgments in achieving effective organizational performance is becoming clearer. Early on, managerial emphasis on work procedures and methods was placed on observable work. Later, it included the role of information and information flows, which are also observable. Now, focus is shifting to include knowledge. It has always been understood that know-how and expertise influence quality of work. However, the knowledge focus has tended to be centered on the in...
3. Organizational Mission Statements
Mission statements are also vital to successful organizations. One of the most important thrusts of my work with organizations is to assist them in developing effective mission statements. And to be effective, that statement has to come from within the bowels of the organization. Everyone should participate in a meaningful way -- not just the top strategy planners, but everyone. Once again, the involvement process is as important as the written product and is the key to its use. I am always intrigued whenever I g...
4. How to Do a Professional Business Presentation ~ Tips and Tricks
When you are going before customers, executives, or team members, how you present can be almost as important as what you say. Some executives speaking to groups come across as unfocused when they are supposed to be inspiring. They may be capable leaders in other respects, but their stature is diminished when they present their ideas. There are many executives who do inspire people with their presentations. They do it in their own style, but they come across as sincere, thoughtful, and prepared. Here are several tips for ...
Almost everyone agrees that too much time is wasted in meetings. It doesn’t have to be that way; that time can easily be cut in half. As a sales professional, if you are running the meeting, take advantage of the code of meeting ethics. If you are a meeting participant, suggest to the meeting facilitator that you persuade the group to agree to follow this code. Put it on display. People who have adopted just the time-allotted agenda and the timekeeper ideas are enthusiastic about the results in time sav...
6. Ethics of Educating Your Customers
If customers don’t understand a product, they won’t buy it. Customers become educated through experience. Make it your goal to educate your customers so they can better understand the products or services you offer. Of course, when they are more educated they become more sophisticated and are more likely to know better what they want or don’t want, what it will take to get it, and how much it should cost. They are also more likely to negotiate when they are educated, but this can become a selling advantage if yo...
7. Telltale Signs of Dishonest Brokers
Dishonest brokers often ask their victims a steady stream of questions designed to derail honest investors from asking the right questions. In contrast, honest brokers encourage you to ask questions, provide you with additional educa tional materials, and make certain that you understand the risks involved in your investment decision. And if you decide not to spend your money, they’re untroubled by your investment decision. The National Futures Association has collected 16 questions that are turn-offs for dishone...
8. The Six Behaviors of the Effective Enterprise
No matter how intelligent a leader’s strategy for change, it will fail without the dedicated support of the rank and file. Winning that support often requires more effort than devising the strategy itself. Effective and intelligent behavior is important in all knowledge work. People tend to think of such behavior as particularly important in “valuable” problem-solving or decision-making situations and other high-level tasks such as determining corporate strategy. However, contrary to that no...