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Articles from Ari Galper | Selfgrowth.com
- How to Stop Cold Calls From Feeling Intrusive - by Submitted on Jun 23, 2008 from Ari GalperCan’t you tell when somebody wants something from you? I certainly can. And it usually feels inconvenient and intrusive. So you can understand, then, why potential clients will often run for cover when your cold call is only about “making the sale.” Most people sense that cold calls are ...
Views: 697 - Cold Calling with Integrity - by Submitted on Jun 23, 2008 from Ari GalperYou 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 training, we learned the ...
Views: 795 - How to End the Cold Calling Game of Chasing a Sale - by Submitted on Jun 23, 2008 from Ari GalperOur 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 truth of a situation. We’re chasing people -- or at least chasing the sale. Here are 5 important ...
Views: 663 - How to End Your Fear of Cold Calling - by Submitted on Jun 23, 2008 from Ari GalperMost 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 typical for both caller and receiver simply by ...
Views: 706 - How to Make Cold Calling Effective - by Submitted on Jun 23, 2008 from Ari GalperHow can we make cold calls “work” when we’re talking to someone we haven’t met, about something they may not need? Well, it’s really simple. First we look at how to relate to them rather than hoping they’ll relate to us and our solution. When we approach cold calling with a question about ...
Views: 793 - Every Cold Call Needs a Problem to Solve - by Submitted on Jun 23, 2008 from Ari GalperIn the old way of making cold calls, we offer a sales pitch to a perfect stranger, cross our fingers, and hope for the best! This really doesn’t work very well in building a business relationship (or any other relationship, for that matter). This is done best by stepping into the world of the ...
Views: 743 - How tTo Make Cold Calling Opportunities Out Of Voicemail - by Submitted on Jun 19, 2008 from Ari GalperMost people who still use the traditional cold calling mindset look at voicemail as a dead end. They say to themselves, “Oh well, I may as well leave a message and hope he calls me back.” This almost never happens, and we know it. But we’re often so relieved not to have to talk with someone, ...
Views: 728 - How To Avoid Cold Calling Burnout - by Submitted on Jun 19, 2008 from Ari GalperOld-school traditional cold calling can take a toll on a person’s self esteem over time. It’s just not natural to have somebody hang up on us, or to experience rejection over and over each day. Because of this, many of us tend to recoil at even the idea of cold calling. It’s a fear-laden ...
Views: 953 - How To Break Old Cold Calling Habits - by Submitted on Jun 19, 2008 from Ari GalperIt’s always a little scary to try something new when an old formula (even if it doesn’t work very well) is familiar to us. But remember that the definition of insanity is to continue doing the same thing over and over, while expecting different results. This new approach I’m presenting around ...
Views: 709 - 3 Cold Calling Phrases That Get Results - by Submitted on Jun 19, 2008 from Ari GalperHow can we possibly avoid rejection and still stay “real” while cold calling? Well, the truth is that the more genuine we are, the less likely we are to be rejected. Once you understand why cold calling is so difficult, and you start to shift your mental view of the cold call, then you can ...
Views: 789 - How To Take The Suspicion Out Of Your Cold Calls - by Submitted on Jun 19, 2008 from Ari GalperWhy do cold calls based on the old-school traditional mindset break down so quickly? Because we usually start with a predictable introduction and a mini-sales pitch. Right away the other person puts up “The Wall” and we’re trying to scramble around it. None of us intentionally want to create ...
Views: 636 - New Ways to Open Your Cold Calls - by Submitted on Jun 15, 2008 from Ari GalperMost of us design our cold calling around scripts and strategies. Isn’t that how we’ve been taught by the sales gurus? Scripts are linear and step-by-step so you can move calls in the direction you want them to go. And sales strategies do the same thing. But that’s why as ...
Views: 673 - Recognize And Diffuse Hidden Pressures In Cold Calling - by Submitted on Jun 15, 2008 from Ari GalperWouldn’t it be great if you could make cold calling pleasant for both you and the other person? Well, it’s very possible, if you’re willing to remove sales pressure from the interaction.. Why? Because sales pressure is the underlying cause of all tension in cold calling. You’re pressuring ...
Views: 653 - 4 Forms Of Sales Pressure That Sabotage Cold Calls - by Submitted on Jun 15, 2008 from Ari GalperIf you’ve been trained in the old traditional sales approach, your cold calling strategy is probably one of persuasion. That is, you use a variety of way to try to persuade another person to buy your product or service. You point out the benefits and features of what you have to offer, and use ...
Views: 1383 - How To Avoid Hitting The Cold Calling Wall - by Submitted on Jun 15, 2008 from Ari GalperLet's say you're at your office and you're working away. Your phone rings and someone says, “Hello, my name's Mark. I'm with Financial Solutions. We offer a broad array of financial solutions. Do you have a few minutes?” What would go through your mind when you hear this pitch? Probably ...
Views: 815 - How To Cold Call Without A Script - by Submitted on Jun 15, 2008 from Ari GalperLear step-by-step sales scripts have done a lot to give selling a bad name. Not because they don’t “work.” Some people who use cold calling scripts actually do make some sales. The problem is, even if you’re a good-hearted businessperson, scripts make it almost impossible for you to avoid ...
Views: 1377 - How To Stop Your Cold Calls From Losing Steam - by Submitted on Jun 14, 2008 from Ari GalperWe’ve all had the experience where everything seems to be going well during a cold call, and suddenly the person we’re talking to “hits the brakes.” They raise an objection. And we start to panic, thinking we’re about to lose the sale. So we fall back into the old traditional cold calling ...
Views: 721 - Should You Use Sales Letters Before You Cold Call? - by Submitted on Jun 14, 2008 from Ari GalperRemember the numbers game? Well, this is the thought behind sending out sales letters. The hope is that with every hundred or so letters, a few sales will result. If you don’t know how to make a call from scratch and build trust, it seems to make sense to rely on a letter, brochure, or ...
Views: 692 - When Cold Calls Become A "Dog And Pony Show" - by Submitted on Jun 14, 2008 from Ari GalperWhat happens when you’ve made a cold call and your prospect invites you to make a sales presentation? At this point, you might have a hard time creating a two-way conversation because you’re forced to go in with a canned sales pitch and try to get them to buy your solution. After all, you do ...
Views: 568 - How To Make Your Cold Calling Problem-Focused - by Submitted on Jun 14, 2008 from Ari GalperWe rarely think about our prospect’s problems when we cold call. It’s just easier to focus on our product or service. So it’s really tempting to make cold calling all about us and what we have to offer, rather than about the other person. In this new cold calling approach, we think about the ...
Views: 709 - 7 Steps To Cold Calling Follow Up - by Submitted on Jun 14, 2008 from Ari GalperLet’s say you’ve had a great conversation with a prospect. They’ve shared their problems and seem genuinely interested in what you have to offer. You’re excited about following up with them – but your calls aren’t returned. What’s happening? Well, the only way to find out the truth of the ...
Views: 738 - Confident Cold Calling? A Reality Check In Positive Thinking - by Submitted on Jun 14, 2008 from Ari GalperBefore 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 been trained to do. But what you don’t know is that ...
Views: 678 - How to Build Great Relationships through Cold Calling - by Submitted on Jul 17, 2007 from Ari GalperMaster the foundation for cold calling success 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 ...
Views: 673 - Four Keys to Making Your Cold Call Stress Free - by Submitted on Jul 16, 2007 from Ari GalperFrom the traditional point of view, cold calling conversations should constantly lead towards making a sale. We’ve been given only one path to follow, and that’s getting a “yes.” This is why our language and energy feels stilted. We aren’t being genuine, and we aren’t inviting the other ...
Views: 717 - 4 Classic Cold Calling Mistakes - by Submitted on Jul 16, 2007 from Ari GalperHave 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 all they know. They’re working from that old, ...
Views: 757 - Trust is Better than Selling in Cold Calling - by Submitted on Jul 16, 2007 from Ari GalperI’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 what this does to your cold calls. Before you even ...
Views: 602 - Confident at Cold Calling? A Reality Check on Postive Thinking - by Submitted on Jul 16, 2007 from Ari GalperBefore 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 been trained to do. But what you don’t know is that ...
Views: 692 - Cold Calls - A New Way to Open - by Submitted on Jul 15, 2007 from Ari GalperCold Calling Tips to Create Openings for Real Conversation! Most of us design our cold calling around scripts and strategies. Isn’t that how we’ve been taught by the sales gurus? Scripts are linear and systematic so you can move calls in the direction you want them to go. Sales strategies do ...
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