How to Recognize and Diffuse Hidden Pressures in Cold Calling

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How to Recognize and Diffuse Hidden Pressures in Cold Calling

Here are four hidden sales pressures that we bring to our cold calling:

1. Focusing On the Sale

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, theres no sales pressure. Many people enjoy conversations. Moreover, as long as youre sincere, this will be one of them.

Youre also exchanging information rather than...

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