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

In The News:


pen paper and inkwell


cat break through


10 Boundless Ways To Anchor Down More Sales

1. Multiply your marketing and advertising efforts on the Internet.... Read More

The Five Most Common Mistakes Salespeople Make

Over the decades that I've been involved in sales, I've... Read More

How Do You Use Your Sales Commissions?

What do you do when you have a big sales... Read More

Sales Strategies: Its Not Who You Know - Its What You Know

We are all in sales. We all selling in every... Read More

Sales Tips from Sales Masters

Dogs are great teachers of how to sell easier and... Read More

Successful Sales Strategies: Winning the Close Ones

The "Three Cs" in building customer relationships are a key... Read More

Instant Rapport: The Key to Sales Success

Did you ever meet someone with whom you just clicked?... Read More

Failed Salespeople Share Similar Traits

We are each responsible for our own success - or... Read More

Seven Keys To Closing More Sales During The Second Half Of 2006

It's not too early to start planning for the sales... Read More

Assumptions ? The Hidden Sales Killer

Assumptions can kill a sale. In my sales training workshops,... Read More

Why Sales People Are Creating Their Own Objections

I'm about to reveal the biggest secret to growing any... Read More

Boost Your Sales With These Proven Responses

When five years ago I was faced with having to... Read More

10 High Powered Ways To Magnify Your Sales

1. Give your prospects a f~ree trial of your software... Read More

Increase Sales By Flying Under Your Prospects Radar Defenses

How do you persuade someone to do what you want... Read More

7 Ways to Get to the Truth: When the Sale Disappears

Based on his most recent e-mail, "Everything looks good --... Read More

10 Power-Packed Ways To Spark Your Sales

1. Spend money on targeted advertising instead of mass media... Read More

Transforming Problems into Sales

My silent fish tank was no more. Enough water had... Read More

Business Appointment Success or Failure

One of the quickest ways to loose a sale is... 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

8 Sales Lead Generation Methods

I've been getting lots of email from my readers lately.... Read More

Sell Without Feeling Like A Used Car Salesman

Many business owners and professionals are appalled at the thought... Read More

The Processionary Caterpillar Syndrome Costs You Sales?

Some years ago I read and interesting story that illustrated... Read More

Sales Marketing: 10 Explosive Strategies To Amplify Your Sales

Marketing is a skill. Once you master it, you can... Read More

Dont Close Your Eyes Or Let Deaf Ears Fall Upon You

To listen to your customer is important, and to hear... Read More

Start Your Sales Engine!

Does your business run on a sales engine or a... Read More

Just Ask

For the 'big three' automobile sales consultants, the 'employee discount... Read More

Unlocking the Myth of Hypnotic Communication

Unquestionably when the word hypnosis pops-up in a conversation or... Read More

How to Sell to the Devils Advocate

There is a car commercial running were a husband is... Read More

How To Improve Your Sales Skills

One of the biggest problems for many business owners is... Read More

Knowing Your Customers; Closing the Sale

Just because your business is based in your home that... Read More

9 TIPS: Dont Sell Me - Persuade Me

We all have something in our past we believe someone... Read More

Multiply Your Sales

When Thomas Edison's light bulb finally burned for 45 straight... Read More

3 Steps To Immediately Increase Sales

Want to increase sales within your company? It's not as... Read More