Search:

Home | Business


How to Build Great Relationships through Cold Calling!

By: Ben Needles

Sometimes the finest solutions are the simplest. Focusing on relationships when making cold calls is one of them. It keeps us genuine, and eliminates our dread of making cold calls. Were real people talking about real things. Were interested in the conversation, and it shows.

Most of us dislike putting on our salesperson persona when we make cold calls. We think its needed, however, because weve been trained to make the sale. And yet were interacting with a live, breathing person without having any real connection to him or her. It often feels fake, and it often is.

This artificial role puts a great stress on us, and sabotages our cold calling conversations. When we arent genuine, its a red flag to the other person that we have a sales agenda. This puts nearly everyone on guard. Theyve never met us and are wary of possibly being manipulated.

Have you ever noticed that most cold calls break down the moment we try to move things along towards a sale? Its as if were getting ready for battle, and the tension pushes us along.

But the person weve called doesnt know us. The momentum were trying to impose puts him or her in a defensive position. Theyre protecting themselves from a potential intruder who might have a self-serving agenda.

So how can we to shift into something more positive? We begin by focusing on the relationship rather than salesmanship. We call with the anticipation of meeting someone new, and looking forward to a pleasant conversation to find out whether we can be of service. This mindset is subtle but powerfully felt by the other person.

Building relationships humanize our cold calling conversations -- and ourselves. We are less artificial. Cold calling conversations become more natural. And people tend to respond with more warmth and interest.

The point is not to use the technique of building relationship to improve sales. Thats having a hidden agenda rather than a relationship. Our goal is to see if we can provide something that will benefit the other person. If it doesnt, then we prefer not to continue interrupting their day. Thats a real relationship, even if brief.

When were being real people treating others as real people, the difference is amazing. Both people are both more at ease. We anticipate talking with someone who may possibly have an interest in what we have to offer. And if they dont, weve enjoyed our time with him or her.

When others feel this relaxed mindset from you, they are much more likely to welcome you into their day. But if you rigidly follow a script or launch into a mini-presentation, then your call is immediately pegged as something initiated primarily for your own gain. And that puts most people into resistance.

Here are 8 keys to building relationships in cold calling:

1. Focus on the other persons needs rather than on securing a sale

2. Surrender to the outcome of your cold call so you can connect with your potential client at a human level

3. View the human connection as an exciting journey in which you encounter new and interesting people

4. Speak graciously and naturally as you would with any new acquaintance

5. Remember its about how you come across, not about how many people you call

6. Allow the conversation to evolve naturally

7. Invite both of you to decide together whether its worth your time to pursue the conversation further

8. Use phrases that are non-aggressive yet very effective

So try this. Practice shifting your mental focus from salesmanship into a place of relationship. Youll find that your genuine enjoyment of the conversation rubs off on the other person. Theyll be less defensive and more likely to share with you truthfully.

One of the best ways to build relationship is by using phrases that carry the human element very well. Start out by asking, Hi, could you help me out for a minute? The most common response will be, Sure. What do you need?

Your next question might be to ask whether they are open to the idea of looking at different ways to, for example, reduce their expenses. Most of the time the reply will be something like, Well, sure, what kinds of expenses are you talking about?

Now you are able to open the conversation between the two of you and build an initial relationship. Its easy and comfortable to continue from there.

When you do this, youll experience so much success and satisfaction that it will really change the way you do business. And it will bring sales success beyond your imagination.

Sometimes the finest solutions are the simplest. Focusing on relationships when making cold calls is one of them. It keeps us genuine, and eliminates our dread of making cold calls. Were real people talk about real things. Were interested in the conversation, and it shows.

Most of us disfavour putting on our salesperson persona when we make cold calls. We think its needed, however, because weve been trained to make the sale. And yet were interacting with a live, breathing person without having any real link to him or her. It often feels fake, and it often is.

This artificial role puts a great stress on us, and sabotages our cold calling conversations. When we arent genuine, its a red flag to the other person that we have a sales agenda. This puts well-nigh everyone on guard. Theyve never met us and are wary of possibly being manipulated.

Have you ever noticed that most cold calls break down the moment we try to move things along towards a sale? Its as if were getting ready for battle, and the tension pushes us along.

But the somebody weve named doesnt know us. The momentum were trying to impose puts him or her in a defensive position. Theyre protecting themselves from a potential intruder who might have a self-serving agenda.

So how can we to shift into something more positive? We begin by direction on the relationship instead than salesmanship. We call with the prediction of coming together someone new, and looking frontwards to a pleasant conversation to find out whether we can be of service. This mindset is insidious but powerfully felt by the other person.

Building relationships humanize our cold calling conversations -- and ourselves. We are less artificial. Cold calling conversations go more natural. And people tend to respond with more warmth and interest.

The point is not to use the technique of construction relationship to improve sales. Thats having a secret schedule quite than a relationship. Our goal is to see if we can provide something that will benefit the other person. If it doesnt, then we prefer not to continue interrupting their day. Thats a real relationship, even if brief.

When were being real people treating others as real people, the difference is amazing. Both shack are both more at ease. We anticipate talking with someone who may possibly have an interest in what we have to offer. And if they dont, weve enjoyed our time with him or her.

When others feel this relaxed mentality from you, they are much more expected to welcome you into their day. But if you rigidly trace a script or launch into a mini-presentation, then your call is like a shot pegged as something initiated chiefly for your own gain. And that puts most people into resistance.

Here are 8 keys to building relationships in cold calling:

1. Focus on the other persons needs kinda than on securing a sale

2. Surrender to the outcome of your cold call so you can tie with your voltage client at a human level

3. View the human connective as an exciting journey in which you encounter new and interesting live

4. Speak graciously and naturally as you would with any new acquaintance

5. Remember its about how you come across, not about how many domiciliate you call

6. Allow the conversation to evolve naturally

7. Ask in both of you to decide in agreement whether its worth your time to pursue the conversation further

8. Use phrases that are non-aggressive yet very effective

So try this. Practice shift your mental focus from salesmanship into a place of relationship. Youll find that your literal delectation of the conversation rubs off on the other person. Theyll be less defensive and more probably to share with you truthfully.

One of the best ways to build relationship is by using phrases that carry the human element very well. Start out by asking, Hi, could you help me out for a minute? The most common response will be, Sure. What do you need?

Your next doubtfulness might be to ask whether they are open to the idea of looking at different ways to, for example, reduce their expenses. Most of the time the reply will be something like, Well, sure, what kinds of expenses are you talking about?

Now you are able to open the conversation between the two of you and build an initial relationship. Its easy and easy to continue from there.

When you do this, youll experience so much success and satisfaction that it will really change the way you do business. And it will bring sales success beyond your imagination.

.

Article Source: http://www.articles4meandu.com

About the Author (text)

Adam Price is a Senior Coach, for Unlock The Cold Calling Game, making cold calling painless and simple. Learn the cold calling secrets even the sales gurus don\'t know. To receive your 10 free audio mini-lessons visit: www.UnlockTheGame.com/PersonalGrowth

Free Tarot Spreads

Please Rate this Article

 

Not yet Rated

Click the XML Icon Above to Receive Business Articles Via RSS!
Additional Articles From - Home | Business
Sign Up for a free account or learn more.
Submit Articles
Member Login
Top Authors
Most Popular Articles
Submission Guidelines
Ezine Notifications
Article RSS Feeds

New Stuff
About Us
Site Blog
Forum
Link to Us
Contact Us
Privacy Policy
Terms of Service
Article Pyramid
Particle Articles
Site Blog
Articles Area
Articles Alley
Credit Repair Info
Make Money Online
Promote AC Articles
Quality Articles
Link Directory
Internet Marketing Blog
Passion Eve's Blog
Make Money Online
Join Helium Now. Earn Cash When You Post. Try It!




Articles 4 Me And U © 2007 All Rights Reserved Worldwide

Powered by Article Dashboard