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Does picking up that telephone and calling someone scare you? Why's it that we are so scared of making a “cold call”? Is it true that the telephone has the power over us, when really it is only a tool for connecting with others? Why do a lot of people have such a feeling of anxiousness and stress over making a phone call and just presenting a product or service over the phone? Well it's simply because they know in their mind that calling simply “to close” a prospect and having a hidden agendas is what upsets the customer on the other line. It is this tense feeling that rejection might happen and that we are invading other people's lives that makes us paranoid to pick up the phone. This fear of rejection happens because some part of us knows that going straight for an appointment or for an order over the phone without any trust is unnatural. Would you approach someone in a bar and say “Hi my name is……. Give me your phone number?” or “Hi my name is…………. And what I do is…………… Can I sign you up for a great service I offer?” The answer is obviously “NO” because you understand that even in face to face meetings you won't be appreciated by anyone until you've made that trust and feeling of comfort that would make someone want to listen to you. And this is where traditional sales sense fails us. Hence naturally we feel anxious if we call and dump information on an unsuspecting receiver and then ‘hope’ that they will continue listening to us. Even though we know that it's creating unnecessary discomfort and pressure for the listener we still continue to do it this way. We must ask ourselves why that is. Well perhaps we're just not truly viewing it from their point of view and reaching it in a way that we can truly enter the receivers world and be respectful enough so that we may open the dialogue and see how we can ‘assist’ them as oppose to ‘sell’ to them. So if you truly want to remove your anxiety before picking up the telephone, you must be able to remove their anxiety about talking to you. These are five key principals that will allow you to do this: 1. BE A SELECTIVE VOLUNTEER: You have to be consciously decide to originate from a place of being a “Critical Volunteer”- Why are you calling this prospect? Simply to ‘close’ somebody or form a connection and bond that's so strong that they would feel easy buying from you. Moreover, it is you, the salesperson who is choosing to call them. So it's as much your decision to work with them as it's theirs to work with you. Thus if you make a call and feel that this prospect is a perfect fit for your organization and you act accordingly, that's absolutely fine, but if they are not a fit, that is ok too. The truth of the type of bond you may be able to create is more important than closing someone. This would be the same for talking to someone face to face. If you feel the bond isn’t there, why would you want another appointment or time to chat? If you can’t help them then you ought to feel perfectly Okay with leaving. That is what a critical volunteer’s mindset should be. 2. INHALE AND EXHALE: We frequently notice in our calling process that in an effort to make your way into the customer's space and away as fast as possible we will often deliver our speech as quickly as possible. Nonetheless we all understand that as soon as you talk more rapidly, the pressure on the listener builds and they feel cornered. So any conversation that's created must be natural and void of voice tonality or minor pressure that might signal the listener that YOU"RE uneasy or tensed about what you might be saying. And the best way to be confident is to convey your words in a steady and slow manner. Yet when we put a lot of pressure on ourselves to perform how one can achieve such a level of comfort? The answer is to TAKE A DEEP BREATH. Breathe naturally while making the call and take a few deep slow breaths prior to the call that will calm you down and take that pressure off your heart and your mind. 3. IT'S OKAY TO MAKE MISTAKES: If you are too conscious of how you come across and too conscious of yourself to the point that your involvement regarding your performance is affecting your performance, well perhaps you need to cut yourself some slack. It's the delusion that we should all be flawless initiates creates more anxiety and pressure on both us and the client. By showing to them that we're humble and comfortable with making mistakes and being truly human, we make our way as far more responsibility and someone who is just here to assist. Go easy with mistakes, as it's those that display your true meekness and your desire to try- Qualities that are looked upon and admired well by everyone. 4. PRACTICE PURPOSEFUL TOLERANCE: When you last bought something did you purchase it when you were prepared or when you were asked to? We all understand in our minds and hearts that no one wants to be ‘sold’ on anything. We all want to make the decision that what we’re going to do is the best thing for us. Yet we fail to remember this when we’re selling and have unrealistic expectations of the timing of when a customer might purchase. We present, we follow up, then we become irritated when we don’t hear from them for 2 or 3 weeks, and it takes even months for them to decide. We frequently feel if they’ve heard about the product or service they should naturally desire to buy immediately! Of course they would! Nevertheless we never ask ourselves and step back, “Is this a something that they truly want to look at now?” if it isn’t then when and if they buy should be completely up to them and we should all be proud to enthusiastically express our willingness to wait and show them that we know they’ll come to US when they feel ready, not before. 5. KEEP A LANGUAGING DIARY: Those familiar with Unlock The Game’s approach to sell by Ari Galper will be very conscious of the significance of language over the phone call and how the simple selection of key words and phrases can have an effect on a phone call’s success. Anything creates tension or seems manipulative or controlling will ruin that connection that you’ve got with a prospect who doesn’t like to be controlled by someone. Therefore you should keep a notebook or diary of key expressions or phrases that get rid of the pressure on the call and present comfort for the receiver. Making calls and asking asking whether people would be ready to listen to you though a phrase like “would you be willing to ….” Would get you much further than just dumping a pitch on an unsuspecting stranger. For more powerful phases and ways to remove the pressure from your language take the time to read through take a look at Ari Galper's material and see how it could work for you. Cold Calling is simply one way to connect with other people and with this mindset your tension will disappear because you understand in your own mind that you are coming from a place of humility and helping others. You wouldn't know if you are a fit until you have truly created that feeling of strong trust, so at all times concentrate on THEM, not forcing a TRANSACTION.
Article Source: http://www.bharatbhasha.net Article Url: http://www.bharatbhasha.net/marketing.php/197437 Article Added on Thursday, December 17, 2009
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