| Imagine being in a crowded concert or bar. All of | | | | "salesperson"?Probably the latter, especially if you |
| a sudden, a | | | | sense that the caller is |
| fight breaks out between two men who've had | | | | focused on his interests and not yours.That's |
| too much to drink.You happen to be a few steps | | | | why this old-school cold calling approach triggers |
| away, and the next thing you know, | | | | the |
| one of the men turns to you and looks as if he's | | | | resistance and negative energy that prospects |
| going to take a | | | | immediately throw |
| swing at you.What's your first instinct? Most of | | | | your way.The Unlock The Game way to make a |
| us will do one of two | | | | successful cold call -- |
| things. We'll either try to step away, or we'll raise | | | | "successful" being defined as not triggering |
| our arms | | | | rejection -- is by |
| to deflect him and fight back, which can result in | | | | beginning your call with, "Hi, my name is Jack, |
| harm to you | | | | maybe you can |
| or to your attacker.But if you were trained in | | | | help me out for a moment?" That simple |
| Aikido, the Japanese martial art that | | | | question is a very |
| focuses on diverting an attacker's energy, you | | | | natural way of beginning a conversation with a |
| could quickly | | | | stranger.But you can't just read this word for |
| diffuse the situation by immobilizing him without | | | | word, like a script. It |
| harming him in | | | | won't work. That would be like an Aikido |
| any way.In essence, you're diffusing the energy | | | | instructor teaching a |
| that he's using to try | | | | first-time student the physical movements |
| and attack you in a way that takes the conflict | | | | before he or she has |
| out of the | | | | learned the philosophy necessary to carry them |
| situation.Unlock The Game and the philosophy | | | | out.The same applies here. First you need to |
| behind Aikido have many | | | | integrate a new Mindset |
| similarities. Traditional cold calling and selling are | | | | that changes the goal of your call from making |
| designed | | | | the sale, or |
| to focus only on the "close" by presenting -- or in | | | | getting an appointment, to engaging the person in |
| too many | | | | a natural |
| cases, "pushing" -- your solution onto prospects, | | | | two-way dialogue.To do this, your voice has to |
| sometimes even | | | | be low-key. You have to avoid |
| when they're not interested. But if you focus | | | | communicating any hint of typical "salesperson" |
| only on your goal | | | | enthusiasm, or |
| of making the sale before having a discussion | | | | any sense that you're trying to direct the |
| about the problems | | | | conversation to an |
| that you can help your prospects solve, | | | | end goal. Once you integrate the Mindset, all this |
| something happens.They start feeling that you're | | | | kicks in |
| "attacking" them. After all, | | | | naturally.So, if you want to succeed in |
| you're a stranger to them, and when you start | | | | prospecting and cold calling, |
| talking about | | | | become aware of how you might be triggering |
| yourself and your solution rather than about | | | | the resistance or |
| them and their | | | | energy that instinctively causes prospects to |
| specific issues, you immediately trigger their | | | | push back against |
| suspicion and | | | | you. Keep in mind that this process will work only |
| cause them to start "pushing back."This pushback | | | | if you fully |
| is the resistance or energy that Unlock The Game | | | | integrate the Mindset so it feels as natural to you |
| teaches you to diffuse. Then both of you can | | | | as |
| quickly "get on the | | | | breathing.In short, if you're using any form of |
| same page" and open a natural dialogue that will | | | | traditional selling, you |
| let you | | | | could be triggering a resistance every time you |
| determine whether it makes sense for you to | | | | communicate with |
| work together.Let's look at the cold calling | | | | your prospect. But if you learn this new Mindset, |
| experience.Suppose you're at your desk and you | | | | along with |
| receive a call from someone | | | | words and phrases that remove any conflict or |
| who says "Hi, my name is Jack Johnson, I'm with | | | | tension from the |
| XYZ Company, and | | | | relationship, you'll have taken your first steps |
| we're a full-solution provider of..." Is your first | | | | toward your |
| reaction to | | | | black belt in unlocking the cold calling game!Ari |
| welcome and be open to his call? Or do your | | | | Galper makes cold calling painless and simple. Learn |
| mental defenses | | | | his cold calling secrets that even the sales gurus |
| immediately kick in and you shut down against | | | | don't know. |
| this stranger | | | | |