"When Prospects Give You The "Silent Treatment"

(Tue Nov 13th, 2007, by Ari Galper)

If you’ve been selling for a while, you’ve probably had at least one experience in which your prospect suddenly started giving you the "silent treatment." Anthony described this dilemma very poignantly when he called me a few weeks ago: "Ari...

Why "Overcoming" Objections Can Lose the Sale

(Tue Nov 13th, 2007, by Ari Galper)

"Objections" or "Concerns" The problem is, that's where you often lose them, because reacting to "objections" almost inevitably lets prospects pigeonhole you as "salesperson". Think about it for a moment. When prospects raise an objection and you...

How to Replace Your Sales Script with a Conversation

(Tue Nov 13th, 2007, by Ari Galper)

The main problem was that sales scripts ended up cornering the person I was calling into a "Yes" or "No." And that made me feel sleazy and just fed the negative "salesperson" stereotype. It seemed too unnatural to pick up the phone and immediately...

Confident at Cold Calling? A Reality Check on Postive Thinking

(Tue Nov 13th, 2007, by Ari Galper)

Before you make a cold call, do you "gear up" first? Do you get excited about your product or service, and try to anticipate making the sale? Well, if you’re following the old traditional cold calling mindset, that’s probably what you’ve bee...

3 Cold Calling Mistakes that Trigger Rejection

(Tue Nov 13th, 2007, by Ari Galper)

Here are 3 common cold calling techniques that you should probably avoid: Mistake #1: Center the conversation around yourself and what you have to offer In the old approach, you introduce yourself, explain what you do, and suggest a benefit or ...

Trust is Better than Selling in Cold Calling

(Tue Nov 13th, 2007, by Ari Galper)

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 wh...

4 Classic Cold Calling Mistakes

(Tue Nov 13th, 2007, by Ari Galper)

Have you noticed that the old "tried and true" cold calling techniques which were once successful have completely lost their effectiveness over the years? They just don’t work anymore. But many salespeople are still use them because that’s al...

Make Fewer Cold Calls and Get Better Results

(Tue Nov 13th, 2007, by Ari Galper)

Cold calling, the old way, has to be the most painful form of sales work you can experience. There’s a lot of rejection, fear, and deflated hopes. But there’s a new way to make cold calling as pleasant and relaxed as picking up the phone and ...

How to Cold Call without a Script

(Tue Nov 13th, 2007, by Ari Galper)

Linear step-by-step sales scripts have done a lot to give selling a bad name. Not because they don’t "work", actually some people who use cold calling scripts actually do make some sales. The problem is even if you’re a good-hearted businessperso...

How to Stop Your Cold Calls From Losing Steam

(Tue Nov 13th, 2007, by Ari Galper)

Keep pushing? In this old traditional cold calling mindset, we keep pushing. We try to present more information until we "close" the sale. We try to bypass people’s objections and concerns because we’ve already decided for them that they shoul...