| Message | Confident Cold Calling? A Reality Check on Positive Thinking
Prior to deciding to make a cold call, do you “gear up” very first? Do you get excited about your goods and services, and try to assume making the sale?
Well, if you’re following this old traditional cold dialling mindset, that’s probably what you’ve been trained to perform. But what you don’t understand is that enthusiasm and confidence usually backfire giving you.
Why? Because you’re talking with someone who doesn’t understand you. Think about how you’d experience if someone you don’t recognize approaches you with lots of zest and enthusiasm. You’ll probably take any step back. You’re a little shady and somewhat on the defensive in the face of all that enthusiasm.
It’s the same if you make cold calls. People don’t like the sensation of being pressured, and that’s usually what gets triggered if you approach someone with an excessive amount confidence. It’s called “positive thinking” within the old sales training methods, but really, it’s overconfidence.
Here are two things that you consider the next time you will dial the phone:
1. Artificial sales enthusiasm is usually - artificial
When I’m coaching an individual, many times I like to ask them to role-play with me. And often, just as soon when they move into their chilly call presentation, everything changes. Their natural voice develop shifts, and they sound just like a totally different person from the one who called and talked so naturally when camping about their sales concerns.
You see, sometimes just the concept of making a cold call makes you talk more loudly, and with a wide range of “forward energy momentum. ”
But most cold calls stop working the moment your lover feels all that eagerness. Why? Because with high commitment, prospects feel sort regarding boxed in. They feel the pressure of your expectations. They feel pushed through someone they don’t know, and who knows almost nothing about them.
So it’s much better to talk in a healthy, conversational way, just as if you were talking with a buddy. When you’re being a relaxed and natural, the difference is awesome.
2. Assumptions feel like presumptions
The old cold calling approach encourages that you be confident that anyone you’re calling should you should think about buying what you have to offer. It’s a taken-for-granted assumption that if they fit your report, your product or service ought to be a “fit” for these people.
But really, how much sense will it make to have assumptions about someone you've by no means spoken with, much less had any conversation with? How much can you possibly know about their troubles, issues, needs, time frame, budget, decision making process, or other key data?
Can you imagine how it feels towards the person on the other end on the phone when you presume to recognise what’s “best” for them? They don’t know an individual, and they don’t confidence you. So people naturally transfer to a defensive place.
So it’s best to relocate away from making any assumptions after you make your cold cell phone calls. Approach your prospects from your modest, humble position. Avoid coming to the conversation already convinced in your mind that they must be a fit. This way, you'll eliminate sales force, which triggers that defensive reaction.
Completely eliminating assumptions and high enthusiasm as part of your cold calling will help people connect with you as a real person instead of a negative-type “pushy” sales rep. And you’ll find in which they’ll usually respond considerably more warmly and naturally.
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