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5 Secrets of No-Pressure Cold Calling
By Dr. Gary S. Goodman

People are afraid to cold call for a number of reasons.

For one thing, they fear rejection. Also, they’re concerned they’ll sound foolish, or they’ll be laughed or screamed at, or hung-up on.

All of these cold calling events contribute to a feeling of high pressure on the caller, who in turn, pressures prospects, causing unnecessary failure and bruised feelings.

What if you could cold call in utter calmness, as you might imagine the way a Zen master brings a cool cup of water from a well to his lips?

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Three rejection-busters that reflect a new cold calling attitude

How 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 move from thoughts to actual language that’s in alignment with this new way of thinking.

This new language will help you to cold call without triggering feelings of sales pressure that will lead prospects to reject you.

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Cold calling methods that are new and effective are hard to come by. Why? Well because there is only so much you can do on the phone and cold calling methods have been around so long that most people are immune to them. But there is a solution.

Consumers today are not going to fall for the old cold calling methods that your sales manager is teaching you. So what do you do?

What you need to do is to find new ways to market and get your message across to your prospects. I find that the most effective way to sell is not by cold calling but by using marketing to supplement and even totally replace cold calling.

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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 this does to your cold calls. Before you even say “hello,” basically then, you have an agenda. You want something.

Well, your prospects can sense this immediately, and they put up their guard. As people, whenever we know that someone wants something from us, we automatically move into a defensive place. You probably do, too, if you’re talking with someone who has an agenda.

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Cold calling is a selling method wherein the salesperson makes unsolicited calls – with the help of a phone in most cases – to prospective clients. The adjective “cold” is used because of the initial treatment of recipients towards the callers. Although it’s extremely difficult for sales people to attain their objectives through cold calling, most of them still persist in using this topic.

There should, however, come a point of accepting that some methods just don’t work – ie. cold calling – and it’s time to move to greener pastures.

Other Areas Where Cold Calling is Used

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