| How to Throw Out Your Cold Calling Sales
| |
| | means you're basing your cold call on
|
| Script Five Ways to be yourself Again in
| |
| | what you have to offer, and not on what's
|
| Cold Calling
| |
| | important to the prospect.
|
| Recently you may have received a cold
| |
| | Pitching your solution as soon as you
|
| call from someone using an old-style
| |
| | begin a cold call is one of the biggest
|
| linear sales script. You probably
| |
| | problems with linear sales scripts.
|
| recognized it as a cold call because the
| |
| | That's because you trigger sales pressure
|
| person sounded a bit robotic and kept
| |
| | by doing that. This causes potential
|
| talking without allowing the conversation
| |
| | clients to react with defensiveness or
|
| to "breathe."
| |
| | immediate rejection.
|
| If you've been selling for a while,
| |
| | 3.Create Openings Rather than Forcing a
|
| chances are you've been asked to use
| |
| | "Yes" Selling scripts are designed to
|
| sales scripts yourself. Consequently,
| |
| | be linear and step-by-step so you can
|
| you've probably used them because they
| |
| | move cold calls in the direction you want
|
| were the only way you knew to start a
| |
| | them to go. From the traditional cold
|
| cold calling conversation.
| |
| | calling point of view, that direction is
|
| Here are some questions you need to ask
| |
| | toward a "yes." The belief is if you
|
| yourself:
| |
| | don't get a "yes" at the beginning of the
|
| ·How do you really feel when you use a
| |
| | cold call, you're not "selling." However,
|
| script? ·How do your potential clients
| |
| | that's the biggest problem with scripts.
|
| feel when they know you're using a
| |
| | They give you only one path to follow.
|
| script? (And they do know.) ·How many
| |
| | If you can start a conversation that
|
| sales are you losing because you're using
| |
| | triggers a "What do you mean?" response
|
| a script?
| |
| | from your potential client, then you'll
|
| When people call me and ask how they can
| |
| | find you can explain yourself in a
|
| throw out their scripts and cold call the
| |
| | natural way. It creates a two-way
|
| natural way, the first thing I do is ask
| |
| | dialogue, which in turn lets you learn
|
| them whether they're willing to role-play
| |
| | what you need to find out. You flow with
|
| with me using their script.
| |
| | the conversation without feeling you're
|
| After a few moments of listening, I
| |
| | getting off-track.
|
| gently stop them and tell them they're
| |
| | 4.Tape-Record yourself talking with
|
| sounding like a totally different person
| |
| | someone you know. Then Record yourself
|
| from the one who called me and talked
| |
| | Reading your Script. Have you ever
|
| with me so naturally about their sales
| |
| | heard yourself calling a potential client
|
| issues. You know what they always say.
| |
| | and reading your script? The answer is
|
| "Ari, you are so right. When I use a
| |
| | probably not. Most people who use
|
| script, I feel as if I can't be myself.
| |
| | scripts think they sound natural because
|
| I feel like a robot or an actor, and it's
| |
| | they've never actually heard themselves
|
| awkward and uncomfortable. Is there any
| |
| | before. If you do this simple exercise,
|
| way I can be myself again?"
| |
| | you'll hear the same kinds of differences
|
| Here are five ways to throw out your
| |
| | I hear when people role-play with me.
|
| linear selling script and be yourself
| |
| | In our day-to-day relationships, we
|
| again:
| |
| | simply want to get to know and
|
| 1.Admit that Scripts Make You Sound
| |
| | communicate with others. However, when we
|
| "Scripted"
| |
| | go into cold calling using scripts, we
|
| When you begin your sales script,
| |
| | have an agenda, which is to make the
|
| potential clients detect the very subtle
| |
| | sale. People sense this immediately and
|
| change from your natural voice to your
| |
| | put up their guard. Between our hidden
|
| unnatural scripted voice within seconds.
| |
| | agenda and their reaction, there's no
|
| "Fine," you might say,"I'll just work on
| |
| | chance to build trust through
|
| making myself sound natural." However,
| |
| | communication.
|
| that in itself creates a conflict. You
| |
| | 5.Set a New Goal for your Cold Calls
|
| can't "work at" being natural. Really,
| |
| | Focus on simply opening the conversation
|
| you either are or aren't.
| |
| | rather than trying to control it, so that
|
| 2.Start your Cold Call as a Conversation,
| |
| | potential clients feel comfortable
|
| not a One-Way Pitch If you're used to
| |
| | telling you the truth about their
|
| scripts, you're probably wondering, "How
| |
| | situation. We've been taught for too long
|
| the heck will I know what to say without
| |
| | that we have to control the process. We
|
| a script?"
| |
| | never stop to think that scripts make it
|
| You might want to ask yourself why you
| |
| | impossible for us to be flexible in how
|
| think you won't know what to say, because
| |
| | we communicate.
|
| the reason for that is important. It
| |
| |
|
