http://www.articlealley.com en-us editorial@articlealley.com 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 the exact same ... http://www.articlealley.com/article_232520_15.html 30th October 2007 Can’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... http://www.articlealley.com/article_230511_15.html 21st October 2007 Master the foundation for cold calling successSometimes 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 rea... http://www.articlealley.com/article_225275_15.html 09th October 2007 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: “... http://www.articlealley.com/article_203360_64.html 20th August 2007 "Ari, whenever someone brings up an objection, I find myself moving into a sales pitch, even when I don't want to," Sherri told me during a recent phone call. "I'm not even sure why I do it. I just want to explain how their objection doesn't really apply,... http://www.articlealley.com/article_203358_64.html 20th August 2007 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 been... http://www.articlealley.com/article_203357_64.html 20th August 2007 In the old traditional cold calling mindset, you expect a lot of rejection, and unfortunately you usually get it. You probably make hundreds of calls, and out of those you make a few sales. You’ve come to accept that rejection as a normal part of cold c... http://www.articlealley.com/article_203356_64.html 20th August 2007 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 what... http://www.articlealley.com/article_203355_64.html 20th August 2007 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 all... http://www.articlealley.com/article_203354_64.html 20th August 2007 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 talki... http://www.articlealley.com/article_203353_64.html 20th August 2007 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 businesspers... http://www.articlealley.com/article_203352_64.html 20th August 2007 We’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. We th... http://www.articlealley.com/article_203351_64.html 20th August 2007 From 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 ... http://www.articlealley.com/article_203349_64.html 20th August 2007 Remember the numbers game? Well, that is the same 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 t... http://www.articlealley.com/article_203348_64.html 20th August 2007 We rarely think about our prospect’s problems when we cold call. It’s just easier to focus on our product or service. Naturally, it’s really tempting to make cold calling all about us and what we have to offer, rather than about the other person. ... http://www.articlealley.com/article_203347_64.html 20th August 2007 Do you struggle with the process of cold calling? For many of us, it’s a grueling experience. That’s because we try to carry on a conversation from a rigid, linear place. We’re trying to follow a strategy or a script. Thus, when it comes to havin... http://www.articlealley.com/article_203346_64.html 20th August 2007 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 the exact same ... http://www.articlealley.com/article_203345_64.html 20th August 2007 Most 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 oft... http://www.articlealley.com/article_203340_64.html 20th August 2007 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 typi... http://www.articlealley.com/article_203339_64.html 20th August 2007 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 train... http://www.articlealley.com/article_203338_64.html 20th August 2007 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 truth ... http://www.articlealley.com/article_203336_64.html 20th August 2007 4 key ways to be seen as helpful while cold calling Can’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 cov... http://www.articlealley.com/article_203335_64.html 20th August 2007 Master 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 tal... http://www.articlealley.com/article_203333_64.html 20th August 2007 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 doesn�... http://www.articlealley.com/article_203330_64.html 20th August 2007 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 sometimes hangs over our desk? It really doesn't have to be this way. Cold calli... http://www.articlealley.com/article_203328_64.html 20th August 2007 Everyday, people from all over the world send me their selling challenges. This one just came in from Julie in Atlanta, Georgia: "Ari, I'm not a typical salesperson. I'm easy-going, I focus on client needs, and I do my best not to exert any sales pres... http://www.articlealley.com/article_203326_64.html 20th August 2007 Ever since I created Unlock The Game™, one of the first questions people always ask me is, "Does Unlock The Game™ apply to online selling?" I've been holding off on answering that question because I wanted to get enough experience under my belt w... http://www.articlealley.com/article_203325_64.html 20th August 2007 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 str... http://www.articlealley.com/article_203319_64.html 20th August 2007 A few weeks ago I was onsite at a company that had hired me to train their sales team on how to stop using traditional selling and start using the Unlock The Game™ sales approach. After one coaching session, one member of the sales team came up to... http://www.articlealley.com/article_203316_64.html 17th August 2007 Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you the trust and openness that you deserve, and that are essential if you're going to help them solve t... http://www.articlealley.com/article_203314_64.html 17th August 2007 Could this be the worst moment in your selling cycle? You've done all the right things with your prospect: • You've identified a real need and developed a reasonably solid relationship. • You've determined that your prospect is interested in ... http://www.articlealley.com/article_203313_64.html 17th August 2007 You're close, really close, to making a sale. Your potential client is in the market for your product or service and you've had a couple of good meetings. Based on his most recent e-mail, "Everything looks good -- I'll get back to you so we can move t... http://www.articlealley.com/article_203312_64.html 17th August 2007 * Are you sending e-mails to prospects instead of calling them? * Is e-mail your selling medium of choice because it lets you avoid the rejection that you experience when you make real cold calls? * Do you wait and wait for return e-mails from prosp... http://www.articlealley.com/article_203309_64.html 17th August 2007 Making more sales while retaining your integrity -- is it possible to do both? Based on e-mails I continue to receive daily, the answer is a resounding "yes." Eliminating traditional sales thinking and tactics does take effort, because the messages ... http://www.articlealley.com/article_203307_64.html 17th August 2007 Almost every day, visitors to my Unlock The Game™ website click on my live instant-messenger chat button, which invites them to "Ask Ari a selling question." And do you know what their most common question is? Yes, you guessed it: "Is there any wa... http://www.articlealley.com/article_203306_64.html 17th August 2007 I was sitting at my desk last week when my phone rang. I picked it up and said, "This is Ari with Unlock The Game." The woman on the other end of the phone said, "Hi, my name is Julie Jackson, I'm with XYZ company and we are a...and we offer...". As she c... http://www.articlealley.com/article_203305_64.html 17th August 2007 Last week I was sitting at my desk and the phone rang. I picked it up and said, “Hello, this is Ari.” The caller said. “Hi, Ari, my name is Steve, how are you today?” I knew right away that he was using a structured sales script, and that... http://www.articlealley.com/article_203303_64.html 17th August 2007 Don’t have a good credit record? Don’t maintain a good accounting track record and is in need of urgent money? Don’t consider you’re self lost alone in middle of the track. You have someone to lend a helping hand. Yes, secured loans are always wit... http://www.articlealley.com/article_203302_19.html 17th August 2007 Haven’t you noticed that the old "tried and true" cold calling techniques that were once successful in cold calling have now completely lost their effectiveness? That's why I’ve developed a new cold calling approach that will automatically put you... http://www.articlealley.com/article_203300_64.html 17th August 2007 Wouldn’t you like to make cold calling pleasant for both you and the other person? The best way to achieve this is to completely eliminate sales pressure. Whenever potential clients feel sales pressure, they almost always respond with defense and r... http://www.articlealley.com/article_203296_64.html 17th August 2007 You probably know this scenario well: Your main contact at a company has expressed interest in possibly purchasing your product or service. You’ve had the pleasant conversations, you’ve heard “Yes, we’re definitely interested” and “Yes, I�... http://www.articlealley.com/article_203295_64.html 17th August 2007 Let’s say you’ve had a great conversation with a prospect. They’ve shared their problems and seem genuinely interested in what you are offering. You’re excited about following up with them – but your calls aren’t returned. What’s happening? ... http://www.articlealley.com/article_203294_64.html 17th August 2007 Imagine being in a crowded concert or bar. All of a sudden, a fight breaks out between two men who’ve had too much to drink. You happen to be a few steps away, and the next thing you know, one of the men turns to you and looks as if he’s going to ... http://www.articlealley.com/article_203292_64.html 17th August 2007 More and more e-mails are arriving in my in-box from people who hate cold calling. Here's what they're saying: • “Cold calling terrifies me.” • “The phone feels like a 10,000-pound weight.” • “Every time I have to make a cold call, I ... http://www.articlealley.com/article_203287_64.html 17th August 2007 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 the con... http://www.articlealley.com/article_25786_15.html 30th January 2006 How to Make Cold Calling Opportunities out of Voice Mails Turn voice mails into a cold calling journey of discovery Most people who still use the traditional cold calling mindset look at voicemail as a dead end. They say to themselves, "Oh well, I m... http://www.articlealley.com/article_17334_15.html 28th November 2005 In the old way of making cold calls, we offer a sales pitch to a perfect stranger, cross our fingers, and hope for the best�.isn't that right? This really doesn't work very well in building a business relationship (or any other relationship, for tha... http://www.articlealley.com/article_14608_15.html 08th November 2005