7 Keys to Turning Cold Calls Into Warm Calls

Let's face it when it comes to cold calling many of us fear being rejected. What if I was to tell you I have come up with 7 keys to turning your cold calls into warm calls? Would you believe me?

Try these 7 cold calling ideas for yourself and see just how easy making a cold call can really be.

1. Change Your Mental Objective Before You Make Your Call

When making a cold call the traditional way, your main objective is usually to try and get the appointment or make the sale. The main problem with that is when you do make the call it is quite clear to the person on the other end of the phone that this is your goal and they usually think of an excuse to get you off the phone before they have a chance to hear what you have to say.

To turn your cold calls into warm calls you need to change your objective to creating a feeling of trust with the person you are calling. It is important to remember that the person you are calling needs to feel that you are calling to help them rather than just trying to make the sale.

2. Understand The Mindset of The Person Your Calling

This is an extremely important tip and one that can help you greatly with your cold calling success. By putting yourself in the mindset of the person you are about to call, you can move beyond making a sales pitch.

Imagine that you are that person receiving the call and you hear "Hello, my name is Clare and I'm with a company called Financial Solutions International, do you have a few minutes?" What would be your immediate reaction?

You'd probably think "Salesperson! How can I get them off the phone." Instead, try beginning your conversation with "Hi, my name is Clare, maybe you can help me out for a moment?" Something as simple as that puts you smack in the middle of your prospect's world of welcoming phone calls.

3. Identify A Problem That Your Company Can Solve

Knowing a specific problem that your prospect is having is how you can immediately create a natural conversation on the phone.

If your prospect feels that you really do understand their particular issues, then they are more open to hearing your solutions giving you the opportunity to see if you both are a good match.

Identifying the problem before you make your cold call really can make a major difference in the success of your cold call.

4. Start A Conversation, Don't Give A Presentation

Giving a presentation is the old traditional way of cold calling which has the negative affect of creating sales pressure and viewing people as "prospects".

Engaging people in a natural conversation is the only way to avoid rejection because you are relaxed as if you are talking to a friend. A genuine approach will always put your potential customer at ease from the start.

Never assume beforehand that your prospective customer should buy what you have to offer. Your prospect will pick up on this right away and you will be on your way to losing the sale.

5. Start By Asking A Question

After your opening cold calling statement, always begin by asking a question about how you can help them solve issues that you believe your solution can solve.

Think about it, how would you respond if someone genuinely knew what you were struggling with and had ideas to solve it?

By basing your cold call on honesty and truthfulness and knowing how to engage your prospect based on their issues, then all of a sudden your call becomes a two-way dialogue rather than a one-way pitch.

You will be able to open up a conversation and be able to build up trust at the same time.

6. Recognising and Diffusing Hidden Pressures

By being able to recognise hidden sales pressure you can turn your calls into pleasant conversations. And be aware, that enthusiasm can make your prospects feel pressure from you.

Learning to engage in a natural conversation can alleviate this pressure and leave your client open to the idea of hearing what you have to say.

Try to avoid controlling your calls in a way where your prospect feels you are taking them down a sales process. Give them a chance to share their concerns with you without having to worry about you trying to "close" them.

7. Determining A Fit

Let's say your call is going great and the dialogue is flowing well but the conversation is reaching its natural end. What do you do next?

Most people who sell assume they should try and close the person to an appointment. But there is a risk in that if the person's problem isn't a priority to solve. So it's important that you first ask "Is this issue a priority to solve or is it something that's on the back burner?"

Not only have you determined a need but you will also determine a time frame. This could save you months of wasted "follow-up" calls.

Now it's time to start putting these tips into practice. From personal experience, I can tell you that you if use these ideas on your cold calls, you'll know how to turn cold calls into warm calls.

Ari Galper makes cold calling painless and simple. Learn his cold calling secrets that even the sales gurus don't know. To receive your 10 free audio mini-lessons visit http://www.Unlock-The-Cold-Calling-Game.com

---

Sales Prospects Avoiding You?

This issue's topic on sales prospects comes in response to... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers... Read More

The Road to Achieving Training Success: What Holds the Key?

As a trainer, you will be able to see a... Read More

It Is Not The Price That Is Keeping You From Making The Sale

Most salespeople are under the false belief that the lower... Read More

Visual Science of Selling

Statistics state that 55% of people judgments are made based... Read More

Secrets to Getting in Front of Your Best Prospects

As a salesperson, your ultimate goal, of course, is to... Read More

Like It or Not... You?re in SALES!

Mention the word sales or salesman and two out of... Read More

12 Sure-Fire Steps To Improve Your Retail Sales

The purpose of any business is to bring in customers,... Read More

Simple Technique for Isolating Objections

To isolate any objection quickly you can use this effective... Read More

Quiz: What Kind of Sales Shoe Are You?

Have you ever wondered what type of saleswoman you are?... Read More

Why More Sales Training Comes Before More Marketing Expenditure

In most businesses, when sales are slow or low, the... Read More

Sales and the City

It's all about relationships!Here is how a popular TV show... Read More

Anticipating the Audiences Reaction

Obviously, you can not know all of the things that... Read More

How To Win Business By Networking

In sales we do tend to become focused upon our... Read More

The Choice between Yes and Yes: A Psychological Revelation

Three year old Kara was throwing a tantrum. She didn't... Read More

Sneaky Sales Tactics

The reason why you have a job in sales is... Read More

Direct Sales and the Use of Clipboards

Do you ever feel that when you are doing direct... Read More

Hello! I Cant Sell!

What's that you say? You can't sell?Oh, you must be... Read More

Unleash Your Inner Sales Superstar & Win More Business Right Now!

It's a rainy afternoon on a typical mid week afternoon... Read More

The Biggest Mistake in Sales Prospecting

Recently I received a prospecting voice mail message from a... Read More

The Art of Backend Selling

The art of backend sellingThe backend sale can be more... Read More

Achieving Sales Goals Requires Drive & Motivation

How did you do this past year on your sales... Read More

Sales Predator Or Professional Sales Rep

From a customer's perception, it's easy for a salesperson to... Read More

Successful Selling in 21 Steps

1. Dependability was chosen as the most important.2. Integrity was... Read More

Customers For Life

Who's talking to your customers? Is it your competition? Why... Read More

Increase Your Influence, Increase Your Sales

Selling is everyone's lifeblood whether they realize it or not.... Read More

The #1 Lead Generation System of Top Sales People

Developing an abundant supply of targeted referrals is the number... Read More

The Road to Pendingville is Paved with Good Intentions

If you've been in sales for any length of time,... Read More

Sharpening Your Sales Skills

Making a living in sales can be very rewarding, however,... Read More

Woo the Buyers Limbic Mind or All Your Sales Efforts are Wasted

If you've driven yourself crazy trying to figure out why... Read More

Cross-selling for Increased Sales, Profits, and Customer Satisfaction

Cross-selling - the art of selling for non-salespeopleCross-selling is the... Read More

Using the Consultative Approach to Gaining Sales

What do we mean by a consultative approach?When you hear... Read More

Do You Want To Sell More? Then Stop Trying To Be Everything To Everybody!

I know you've heard this a thousand times, but from... Read More