Trust Is Better Than Selling In Cold Calling

Trust Is Better Than Selling In Cold Calling



Trust is​ Better than Selling in​ Cold Calling

I’d like to​ introduce you​ to​ a​ radical new thought .​
In the​ old sales mindset,​ you’ve probably been trained to​ focus only on​ making the​ sale .​
You approach your cold calls with the​ idea of​ moving things towards a​ sales event.


But think about what this does to​ your cold calls .​
Before you​ even say hello,​ basically then,​ you​ have an​ agenda .​
you​ want something.


Well,​ your prospects can sense this immediately,​ and they put up their guard .​
As people,​ whenever we know that someone wants something from us,​ we automatically move into a​ defensive place .​
You probably do,​ too,​ if​ you’re talking with someone who has an​ agenda.


Can you​ see that your sales focus actually destroys the​ possibility for a​ genuine,​ trusting conversation? Because it’s focused on​ yourself – your desire for a​ sale - and not on​ the​ other person.


Salesmanship vs .​
Relationship


So it’s time to​ re-think the​ way you​ approach cold calls .​
When your strategy is​ to​ make a​ sale,​ then you’re someone who has to​ be watched .​
You’re not weighing what’s important to​ the​ other person .​
And so to​ them,​ you​ can’t be trusted.


It’s much better to​ build trusting relationship into your cold calling process .​
When the​ other person feels that you’re relating to​ them from this place,​ there’s no need to​ be suspicious and defensive .​
There can be a​ pleasant,​ productive,​ truthful dialogue about whether what you’re offering makes sense for them.


So,​ really,​ it’s about trust and relationship .​
Why? Because when given the​ choice,​ people always prefer to​ do business with someone they can trust.


Here are two fundamental shifts you’ll need to​ make if​ you​ want to​ move away from the​ old sale-focused mindset.


1 .​
Release the​ Need for Control


Whenever you’re trying to​ control the​ outcome of​ your cold call,​ you’re not allowing the​ conversation to​ have a​ natural rhythm and flow .​
You’re trying to​ maneuver things in​ a​ certain direction.


So you’re not building relationship,​ you’re trying to​ build sales .​
You’re focused on​ things like getting information,​ finding the​ decision maker,​ scheduling an​ appointment,​ or​ closing the​ sale.


And all of​ this sets off alarms for the​ other person .​
Prospects can sense that this kind of​ interaction is​ somewhat of​ an​ impersonal,​ pre-ordained process .​
They know it​ really hasn’t much to​ do with them.


So how can you​ to​ shift into something more positive? you​ begin by consciously surrendering to​ the​ outcome of​ your cold call .​
When you​ do this,​ you’re no longer trying to​ manage things .​
You can be relaxed and helpful.


This is​ subtly but powerfully felt by the​ other person .​
When they recognize you’re not pushing for a​ certain outcome,​ there’s an​ opportunity for mutual exploration,​ and you​ can be viewed as​ someone who’s trustworthy.


2 .​
Focus on​ the​ Other Person


When you​ start your cold calls by talking about your product or​ service,​ most people shut down right away .​
You’re talking to​ someone who doesn’t know you,​ and you’re trying to​ get them to​ step into your world.


Instead,​ try stepping into their world .​
Think about what matters to​ them .​
Put yourself in​ their shoes.


The best way to​ do this is​ to​ think about what kinds of​ problems they may be having .​
For example,​ let’s say you​ provide invoice management systems .​
You might start with something like,​ I’m just calling to​ see if​ you’d be open to​ exploring new ways to​ solve revenue loss from unpaid invoices.


Now you’ve started your cold call by focusing on​ the​ other person’s issue right away .​
You’re not talking about yourself .​
You’re tuned into their problems and difficulties .​
This feels really good to​ them,​ and you’ll more likely share an​ open,​ trusting conversation.


When you​ don’t have strategies and pitches built into your cold calling agenda,​ you​ can be a​ real person talking to​ another real person .​
Now there’s an​ opportunity explore together in​ a​ more trusting way whether what you’re providing is​ a​ fit for them .​
And the​ difference will astonish you.





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