Avoid changing who you are in your sales training. 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 sales training 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

It’s always a little scary to try something new when an old formula (even if it doesn’t work very well) is familiar to us. But remember that the definition of insanity is to continue doing the same thing over and over, while expecting different results.

This new approach I’m presenting around sales calling is one of focusing on relationship rather than salesmanship. This may or may not be new to you. And you may feel a bit hesitant to make your first sales  call in which you apply this new mindset.

This is only natural, because you’ve gotten used to anticipating rejection from many of the people you call. You may feel internal resistance to the idea of starting out a cold call by asking someone for help, for example.

But when you begin using the phrase, “Maybe you can you help me out for a moment?” you’ll get some surprisingly positive responses. And you’ll find that your frame of reference changes. You’ll stop anticipating the rejection that is causing you so much anxiety.

Making this leap is the first step to breaking the frustrating sales calling cycle. Very soon, if you shift into using this new sales calling mindset, you’ll automatically transform the impression that you make on the people you call. And good things will begin to happen. You’ll find that you feel more relaxed because you don’t feel stressed and disappointed if you don’t create an immediate new lead from a sales call.

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

Does the idea of paging potential clients or calling them on their cell phone make your stomach clench up? Are you thinking that you can’t sales call people that way because they might reject you?

That fear is only to be expected if your agenda is to sell something to the person. In other words, if you’re still using the traditional sales calling mindset. But once you master the new cold calling perspective, you’ll feel comfortable calling anyone, any time, using any mode. 

As long as you’re 100 percent focused on your potential client’s world, you’ll find that people will be receptive to you. You can easily navigate throughout an organization with the type of dialogue described above, because you’re asking for help in a relaxed manner and you never put anyone on the spot. Suppose that your efforts to locate your contact in this way fail. At that point you can leave a voicemail, but it should always be your very last option. Here’s an example of an appropriate sales calling voicemail:

“Hi John, maybe you can help me out for a second? I’m not sure if you’re the right person or not, but I’m trying to reach the person responsible for reporting problems about unpaid invoices. My name is John Edwards, my number is…” Try this way of approaching the situation of voice mails, and you’ll be surprised and pleased at how often it becomes a highway instead of a dead end.

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

 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

Throwing out your linear sales calling script and generate a spontaneous conversation based on the problems you can help the other person solve.

Scripts feel artificial to us. And we sound artificial to the other person just as soon as we say, “Hello.” Formal scripts don’t give us the freedom to be flexible in cold calling conversations. We can’t adjust to whatever direction they’re wanting to go.

So view your cold calls as conversations that somewhat have a mind of their own. As long as your own intention is anchored in the idea of helping the other person, you’ll get along fine. Open a dialogue with the other person, and allow it to bend and shape itself into a relaxed interaction. 

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

People connect with you when they feel you understand their issues during your sales call,  before you focus on yourself and your solutions. Come up with two or three specific problems that your product or service solves. And talk about it with the potential client first, before offering your sales pitch.

When you offer your presentation or solution without first involving the other person by talking about a core problem they might be having, you are focused on the sale rather than the conversation. And your whole energy tends to drive the interaction into a sales mode. Remember, whenever someone feels “chased,” they usually run.

So stop for a moment. Convey that you’re a problem solver. Invite a mutual exchange of information that explores whether there’s a possibility that the two of you might work together. Help them understand that your thoughts and goals are not focused on selling them anything at all.

Most people will welcome your interest in their problem as long as you’re not operating out of the hidden agenda of making a sale. So overcome the temptation to discuss what you have to offer and move into focusing on your caller’s world. Invite discussion, express interest, and stop chasing the sale.

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

Avoid changing who you are in your sales training. 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 sales training 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

 Sales pressure is a mighty saboteur in sales calling. 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

Don’t go into a pitch the way you would if you were operating out of the traditional sales calling 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

You probably never tell potential clients your real goal in sales calling, but you don’t need to in your sales calls. They’re already aware, because we’re all sensitive when the phone rings and it turns out to be someone we don’t know.

In the old traditional sales training, we learned the latest techniques for making a sale in our sales calls. We learn talk to “prospects” rather than with people in our sales training. And we “guide” conversations along rather than letting them unfold naturally during sales calls.

The way we do this in our sales calls sometimes might even be called a bit manipulative. After all, we’re relating to another person while holding an ulterior motive of making a sale.

Where does honesty and integrity fit into this scenario? Well, most of us honestly believe in our product or service. But beyond that, we carry a somewhat artificial persona when we’re making our sales calls. We talk with people for the primary purpose of making a sale, and we’re not really interested in them or their world.

Changing the way we think from the traditional sales training mindset to the new sales training mindset will help you get your integrity back. It will show your potential clients you truly care about them and they will see that in your sales calls. You success rate will increase on it’s own and your conscious will be free to enjoy making your sales calls again.

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