Don’t worry about driving the sales 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.”

When you start tapping into the power of your right brain while sales calling, you’ll start to have fun. And 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.

This is the power of your right brain.

Until next time,

Keep Selling and Using Sales Training to Create Trust…

Ari Galper, Founder of Unlock The Game, makes sales training painless and simple. Learn his sales training secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.au

How can we possibly avoid rejection and still stay “real” while sales calling? Well, the truth is that the more genuine we are, the less likely we are to be rejected. Once you understand why sales calling is so difficult, and you start to shift your mental view of the cold call, then you can move from thoughts to actual language that’s in alignment with this new way of thinking. This new language will help you to sales call without triggering feelings of sales pressure that will lead prospects to reject you.

When you place a call and hear “Hello?,” consider replying by saying in a very relaxed, casual tone of voice, “Hi, my name is, and maybe you can help me out for a second?” Remember, there’s no trust between the two of you yet, so it’s important for you to sound — and be — relaxed and low-key.

This may sound a bit awkward, but hopefully you can be open to trying something new. The point is that when you ask the someone for help, it’s not a sales “technique” — it’s the literal truth. After you say, “Maybe you can help me out for a second?,” the person you called will almost always respond by saying, “Sure. How can I help you?” Why? Because our normal human reaction when someone asks us for help is to offer it.

Eventually, you’ll find that asking, “Maybe you can help me out for a second?” feels easy and relaxed because you’re humanizing your call by being your genuine self. You’re not using the canned phrases that every other salesperson that day has used.

Until next time,

Keep Selling and Using Sales Training to Create Trust…

Ari Galper, Founder of Unlock The Game, makes sales training painless and simple. Learn his sales training secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.au

Avoid changing who you are when you make your sales call. There’s no need to be on “stage” or sound enthusiastic. Just be your everyday relaxed self, as if you’re calling a friend. People know when you’re being genuine, and when you’re not. Set aside the traditional phrases and strategies calculated to win a sale. Simply be who you are, interested in your potential client’s point of view.

This will help get you back to the sales calling basics of treating potential clients like human beings rather than commodities. Your being natural opens the gateway to real human-to-human connection, which builds trust. So, by being natural, you’re also bringing integrity back into selling. When you’re not playing a role, you’re working with the other person to build a sincere conversation.

Until next time,

Keep Selling and Using Sales Training to Create Trust…

Ari Galper, Founder of Unlock The Game, makes sales training painless and simple. Learn his sales training secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.au

Life is not a script, nor are normal conversations. When we read from a script, we’re not being natural. We’re playing a role. And that means we’re chasing a sale rather than enjoying an opportunity to meet someone new and find out if we can help them.

Allowing a conversation to naturally flow helps you enter into a dialogue based on trust, which lets your potential client’s real issues emerge. Formal scripts, on the other hand, don’t give you the freedom to take conversations in the direction they may naturally want to go. And this feels stilted and awkward.

If you begin to view your sales calls as conversations or dialogues, you’ll find it easy to let go of the idea of scripts. And you’ll sense the shift of the energy in your conversation when the emphasis of the call is about the person you’re talking with and not about your making a sale. So generate a spontaneous conversation, based on the problems you can help the other person solve. This will diffuse your feelings of being awkward and artificial, and allow you to enjoy the journey.

Until next time,

Keep Selling and Using Sales Training to Create Trust…

Ari Galper, Founder of Unlock The Game, makes sales training painless and simple. Learn his sales training secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.au

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

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. And so to them, we are simply someone who wants to sell them something in our sales calling endeavors.

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.

Until next time,

Keep Selling and Using Sales Training to Create Trust…

Ari Galper, Founder of Unlock The Game, makes sales training painless and simple. Learn his sales training secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.au

People can tell when you’re reading from a script in your sales calls, even if you think you’re pretty good at it. There’s just nothing personal about a sales script, and people pick up on that.

Being artificial immediately tags you as a typical salesperson. So if you can learn to get your message across in a different way, then you’ll eliminate the negative triggers that can lose your sale within seconds. So once again, the best way is to begin with a conversation. Anticipate a dialogue, not a monologue. People will respond much more positively.

When you’re allowing a conversation be natural and to “breathe,” they know you’re present and listening. And that feels good to someone who is having to “fend off” salespeople who are really just talking billboards.

Until next time,

Keep Selling and Using Sales Training to Create Trust…

Ari Galper, Founder of Unlock The Game, makes sales training painless and simple. Learn his sales training secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.au

When you’re making your sales call, avoid changing who 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.

The right brain is genuine, normal, relaxed, and decidedly non-artificial. And this is a great way to be when talking with potential clients. People know when you’re being genuine and when you’re not. And they always respond much more positively to someone who’s being “real.”

Until next time,

Keep Selling and Using Sales Training to Create Trust…

Ari Galper, Founder of Unlock The Game, makes sales training painless and simple. Learn his sales training secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.au

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.

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.

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?

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.

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?

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.

Until next time,

Keep Selling and Using Sales Training to Create Trust…

Ari Galper, Founder of Unlock The Game, makes sales training painless and simple. Learn his sales training secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.au

Most sales calling programs are designed to coax the client into buying before you have trust and connection with them. But strategies and “forward moving” techniques are based on your world, not the potential client’s.

This usually causes an immediate negative reaction during your cold calls. People don’t like being pushed by someone else’s agenda, especially someone they don’t know. So let go of “driving” a conversation forward. Instead, open your sales call with a statement focused on a problem they probably have, and one that will invite a question from them.

And also allow your ending comment to be more inviting than directing. For example, end with the phrase, “Well, where do you think we should go from here?” This lets the conversation move on its own without your herding things into pre-planned box.

Until next time,

Keep Selling and Using Sales Training to Create Trust…

Ari Galper, Founder of Unlock The Game, makes sales training painless and simple. Learn his sales training secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.au

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

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

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?

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

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?

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. This will show the potential client that you genuinely care about them and your sales calls will become more successful.

Until next time,

Keep Selling and Using Sales Training to Create Trust…

Ari Galper, Founder of Unlock The Game, makes sales training painless and simple. Learn his sales training secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.au