If you’re like most people who make cold calls, you’re hoping to make a sale -- or at least an appointment -- before you even pick up the phone. The problem is the people you call somehow almost immediately notice your mindset. They sense that you are only focused on your goals and interests, rather than on finding out what they might need or want. This short-circuits the whole process of communication and trust building.
So try this. Practice shifting your mental focus into thinking, "When I make this call, first I’m going to build a conversation. From this, a level of trust can emerge which allows us to exchange information back and forth. And then we can both determine if there’s a fit or not." When your focus shifts from making a sale into making a conversation, there no sales pressure. Many people enjoy conversations. Moreover, as long as you re sincere, this will be one of them.
When we start our cold calls with a mini-pitch about who we are and what we have to offer, we ve introduced sales pressure right away. The other person knows we want to make a sale, and they have to respond to that pressure. Most will respond with defense or rejection.So instead, start your conversation by focusing on a need or issue you know the other person is likely facing. Step into their world and invite them to share whether they re open to exploring possible solutions with you.
refrigeration unit Manufacturers--https://www.chinacoldroom.com/product/condensing-units/mono-block-refrigeration-unit/
So try this. Practice shifting your mental focus into thinking, "When I make this call, first I’m going to build a conversation. From this, a level of trust can emerge which allows us to exchange information back and forth. And then we can both determine if there’s a fit or not." When your focus shifts from making a sale into making a conversation, there no sales pressure. Many people enjoy conversations. Moreover, as long as you re sincere, this will be one of them.
When we start our cold calls with a mini-pitch about who we are and what we have to offer, we ve introduced sales pressure right away. The other person knows we want to make a sale, and they have to respond to that pressure. Most will respond with defense or rejection.So instead, start your conversation by focusing on a need or issue you know the other person is likely facing. Step into their world and invite them to share whether they re open to exploring possible solutions with you.
refrigeration unit Manufacturers--https://www.chinacoldroom.com/product/condensing-units/mono-block-refrigeration-unit/
コメント