How to End Your Fear of Cold Calling - 3 Steps to changing your mindset about cold calling!

(Tue Nov 6th, 2007, by Ari Galper)

Most of us really dislike cold calling. It’s probably the most dreaded of all sales activity, and causes the most rejection. But there are wonderful ways to think differently about cold calling. We can eliminate the negative experience that’s...

How to Cold Call with Integrity - The way we've always wanted to do cold calling!

(Sat Nov 3rd, 2007, by Ari Galper)

You probably never tell potential clients your real goal in calling them, but you don’t need to. They’re already aware, because we’re all sensitive when the phone rings and it turns out to be someone we don’t know. In the old traditional ...

How to End the Cold Calling Game of Chasing a Sale

(Sat Nov 3rd, 2007, by Ari Galper)

4 steps to warm up cold calling conversations Our thoughts are always at the basis of our behaviors. If our thoughts are fixed on the goal of making a sale, then we’re not really being forthright. We’re not focused on the conversation or the t...

How to Stop Cold Calls from Feeling Intrusive

(Sat Nov 3rd, 2007, by Ari Galper)

4 key ways to be seen as helpful while cold calling Most people sense that cold calls are self-serving to the person calling. You can almost hear the unspoken thought, "You want something, right? Otherwise why would you be calling?" This triggers ...

How to Build Great Relationships through Cold Calling

(Sat Nov 3rd, 2007, by Ari Galper)

Sometimes the finest solutions are the simplest. Focusing on relationships when making cold calls is one of them. It keeps us genuine, and eliminates our dread of making cold calls. We’re real people talking about real things. We’re interested in...

How to Diffuse Cold Calling Pressure Points

(Sat Nov 3rd, 2007, by Ari Galper)

Stop your expectations from sabotaging cold calls. Sales pressure is a mighty saboteur. And it comes in all shapes, sizes, and flavors. Beginning any conversation with the anticipation of a sale puts the whole conversation under pressure. This doe...

How to Genuinely Enjoy Cold Calling

(Sat Nov 3rd, 2007, by Ari Galper)

Five perspectives that will (honestly!) create enjoyment in your cold calling Most of us dread our days of making cold calls. We take a deep breath, pump ourselves up, and prepare to talk with a perfect stranger. Is there any wonder a gray cloud s...

Hidden Sales Pressure : 7 Ways To Make It Go Away

(Sat Nov 3rd, 2007, by Ari Galper)

How can you eliminate subtle form of sales pressure? Here are 7 solutions: *Stop carrying the burden of driving the sales process forward. Try to engage potential clients based on the problems they're facing rather than on the solution that you...

Selling Online, Selling Offline -- What's the Difference?

(Sat Nov 3rd, 2007, by Ari Galper)

Online selling differs from person-to-person "offline" selling. In selling online, you don't have the opportunity for that natural two-way dialogue. People come to your site and are exposed to a one-way reading of your message, which can feel imperso...

The Truth Behind Linear Selling : Why It Can Make Prospects Run The Other Way

(Sat Nov 3rd, 2007, by Ari Galper)

Sean works for a major telecom company. During one of our coaching sessions on how to master Unlock The Game™, he told me, "I've been diligent about following the sales process that my company believes is required to make a sale -- but, for some...