Cold-Calling Secrets

Posted by admin at 9:18 pm

Source: Galper, 2010, weblog, 7 Cold Calling Secrets Even Sales Gurus Don’t Know

In a recent Sales HQ article, Ari Galper shares 7 sales secrets “even the gurus don’t know about”. His secrets focus on a more consultative, more empathetic sales approach that can help traverse the cold-calling “wall” or that initial first contact with a potential customer.

In his first rule, Galper, states that the initial cold-call is where a lot of salespeople get off track. Focused on a sale, appointment or otherwise quantifiable sales activity, the prospects needs come in second to the salespersons goal. This can often short circuit the process. Instead Galper suggests shifting mental focus to building conversation and a level of trust. An approach where you can identify and uncover potential problems your product and service can solve, can be an ideal way to begin the dialogue.