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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. We’re real people talking about real things. We’re interested in the conversation, and it shows. Most of us dislike putting on our “salesperson persona” when [...]

Can’t you tell when somebody wants something from you? I certainly can. And it usually feels inconvenient and intrusive. So you can understand, then, why potential clients will often run for cover when your cold call is only about “making the sale.” Most people sense that cold calls are self-serving to the person calling. You [...]

Our thoughts are always at the basis of our behaviors. If our thoughts are fixed on the goal of making a sale, then we’re not really being forthright. We’re not focused on the conversation or the truth of a situation. We’re chasing people — or at least chasing the sale. Here are 5 important steps [...]

You probably never tell potential clients your real goal in calling them, but you don’t need to. 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 training, we learned the latest techniques for making a sale. We talk to [...]

Stop your expectations from sabotaging cold calls 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 [...]

The moment you use the old-school cold calling approach the traditional pitch about who you are and what you have to offer, you trigger the negative “salesperson” stereotype. And that usually means instant rejection from your prospect. The problem is with how you’re selling, not what you’re selling. When you start cold calling by talking [...]

From the traditional point of view, cold calling conversations should constantly lead towards making sale. We’ve been given only one path to follow, and that’s getting a “yes.” This is why our language and energy feels stilted. We aren’t being genuine, and we aren’t inviting the other person to tell us the truth about where [...]

Today, it seems more important than ever that we make the most of our business communication. And when we’re selling, using voice mail is one of our most important tools. By avoiding these 7-Deadly Sins of Voice Mail, you’re giving yourself a much better chance of having your phone call returned by your customer. Sin [...]

While certain companies may find a receptionist more than enough to answer the phone, other companies may require significantly extensive call management. Any company that finds its phones ringing off the hook may want to consider hiring external call centers to handle their incoming as well as their outgoing calls. Hiring a call center can [...]