You can diffuse underlying sales pressure within any sales calling conversation by focusing first on whether you are a good fit. Invite the other person to focus on this with you. And determine together whether a good business relationship might genuinely be possible.

When our honest objective is not to make a sale but rather discover the truth of the situation, we have released expectations. The key is to offer options, so the person we’re talking with doesn’t feel pressure from us. This would only trigger the defensive reactions we’re trying to avoid.

So allow the conversation to have a natural sense of rhythm. Define mutual interest before launching into a description of your solution to a problem you probably know very little about at this point.

The person will almost always respond by saying “Sure. How can I help you?” You’ve now diffused any immediate sales pressure. You’re being genuine and not using the canned phrases that every other salesperson is using. You’ve gotten rid of the usual initial pressure and tension that comes along with sales expectations. Releasing your expectations to avoid conveying a sense of sales calling pressure get you better results in the long run. Potential clients become more interested and involved as a result, and also much more truthful about where they stand.

Until next time,

Keep Selling and Using Sales Training to Create Trust…

Ari Galper, Founder of Unlock The Game, makes sales training painless and simple. Learn his sales training secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.au

Throwing out your linear sales calling script and generate a spontaneous conversation based on the problems you can help the other person solve.

Scripts feel artificial to us. And we sound artificial to the other person just as soon as we say, “Hello.” Formal scripts don’t give us the freedom to be flexible in sales calling conversations. We can’t adjust to whatever direction they’re wanting to go.

So view your sales calls as conversations that somewhat have a mind of their own. As long as your own intention is anchored in the idea of helping the other person, you’ll get along fine. Open a dialogue with the other person, and allow it to bend and shape itself into a relaxed interaction.

Until next time,

Keep Selling and Using Sales Training to Create Trust…

Ari Galper, Founder of Unlock The Game, makes sales training painless and simple. Learn his sales training secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.au

Selling scripts are designed to be linear and step by step so you can move sales calls in the direction you want them to go. From the traditional cold calling point of view, that direction is toward a “yes.” Because if you don’t get a “yes” at the beginning of the cold call, you’re not “selling.” But that’s the biggest problem with scripts. They give you only one path to follow.

If you can start a conversation that triggers a “What do you mean?” response from your potential client, then you’ll find you can explain yourself in a natural way. It creates a two-way dialogue, which in turn lets you learn what you need to find out. You flow with the conversation without feeling you’re getting off-track.

Until next time,

Keep Selling and Using Sales Training to Create Trust…

Ari Galper, Founder of Unlock The Game, makes sales training painless and simple. Learn his sales training secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.au

 Avoid go into a pitch the way you would if you were operating out of the traditional sales calling mindset. Try to keep in mind that who you are and what you have to offer are irrelevant at this moment. All that matters is the person you’ve called and the issues or problems they may be having that, down the road, the two of you may decide you can help solve.

Your next step is to focus on a problem that you believe the other person might have. This wording is crucial, because you’re simply asking them whether they’re open-minded about considering something new that might help to solve the problem.

At this point, you might be tempted to slip back into the traditional sales calling mindset and launch into a mini-presentation about the services you offer. That would be premature at this stage of your conversation. You still don’t know enough about the person you’re speaking with and his or her problem to offer your solution.

Until next time,

Keep Selling and Using Sales Training to Create Trust…

Ari Galper, Founder of Unlock The Game, makes sales training painless and simple. Learn his sales training secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.au

  Let go of thinking “buyer-seller,” and view the person you’re calling as another person, not as a “prospect.”

The traditional sales calling mindset teaches us to polarize our roles. We’re trying to sell something, and we aren’t seeing the whole picture which includes the other person’s thinking.

The old sales calling approach has become so artificial that potential clients put up their guards almost immediately. It’s denigrated the sales process into a painful “push and pull” process.

Shift your mindset into seeing your potential clients as people first. This will help you relate to them better. And the broader picture will allow you find out whether your product or service can be of help to them without being pushy or artificial.

Until next time,

Keep Selling and Using Sales Training to Create Trust…

Ari Galper, Founder of Unlock The Game, makes sales training painless and simple. Learn his sales training secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.au

 If you’ve been trained in the old traditional sales calling approach, you’re hoping to make a sale whenever you dial the telephone. The problem is that the people you call somehow almost immediately notice your mindset. They sense that you’re only focused on your own goals and interests, and this short-circuits the whole process of communication and trust building.

So try this. Practice shifting your mental focus into thinking, “When I make this call, first I’m going to build a conversation.”

When you build a conversation and exchange information instead of persuading or pressuring someone to buy, then the other person can feel much more relaxed. And “The Wall” won’t be triggered.

Until next time,

Keep Selling and Using Sales Training to Create Trust…

Ari Galper, Founder of Unlock The Game, makes sales training painless and simple. Learn his sales training secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.au