Tag Archives: Calling

How to Make your Cold Calling Problem-focused

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.

In this new cold calling approach, we think about the potential client. We especially look at problems they’re having, and we build our conversations around that. This is the most effective way to do cold calling, and here’s why:

1. Potential Clients Listen Better

In the old traditional sales mindset, we’ve been trained that the best way to make a sale is by talking about us, our company, our product, and the benefits it can offer to potential clients.

Well, the problem with this approach is that it’s all about you. The standard pitch – “I’m so-and-so, I’m with such-and-such, and we do such-and-such…” is about who you are and what you do. The moment the people you’re talking with realize that you’re making the conversation about you, they tune out and turn off. We all do this in our everyday life when we’re confronted by someone who talks on and on about themselves.

2. We Avoid the Numbers Game

The new cold calling approach walks away from the “numbers game.”

The numbers game is the belief that if you call enough people, some of them will listen to your presentation and that some of those who listen will buy.

However, when we focus on solving the other person’s problems, we break out of that grim scenario. It’s no longer about how many people you call and pitch. It’s about your ability to connect and build trust within each one of those calls.

This is because you’re focusing on something (a problem) that others can immediately relate to. Rather than offering a long pitch and rolling the dice, hoping that someone will respond positively.

3. Trust and Integrity Become Part of the Process

Most cold calling approaches try to slip in the back door by using strategies and techniques designed to “get the sale.” Sometimes these techniques feel manipulative. Sometimes they’re annoying to the potential client.

For example, there’s a cold calling approach that’s based around intricate questioning techniques. It’s designed to get at potential clients’ pain and lead them into a sale. The problem with approaches like this is that the goal is always to get the sale, not find out the truth of whether there’s a fit between you and your prospect.

In this new way of cold calling, we’re focused on the other person and their problems. We’re looking for opportunities to assist, and we’re doing it with the highest of integrity.

This approach to cold calling doesn’t use influence techniques in any way. It speaks straight to the customer’s problems in a non-threatening manner. All you have to do is focus on the truth.

4. Problem Solving Feels Better than Selling

When you follow the new cold calling approach, you become a problem solver rather than a salesperson. This is the most powerful shift you can make. From this place, you’re building trusting conversations. You are speaking to the problems of your prospects rather than pitching your solution. You are thinking from their perspective and engaging them in their world.

Most of us like “fixing things.” There’s a greater sense of fulfillment in discovering whether we can help someone fix a problem. We’re engaging some of the best character traits we have as people, and that feels good. Our days end with a sense of satisfaction rather than frustration.

These are just a few good reasons why problem-focused cold calling works best. You’ll find opening conversations will become effortless. You will also attract people’s attention because you’re addressing a specific problem that is of concern to them. Prospects won’t look at you as a “salesperson.” You’ll stand out, because most people who sell are trained to just promote their service or product. Moreover, you’ll eventually discover an overall sense of ease permeating your cold calling day.

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

The Longings of Your Thirsty Soul

Eternity is written on our hearts. That’s why we like stories like the one below, they remind us that life is more than the things we see…

“Aslan turned to them and said: “You do not look so happy as I mean you to be… the dream is ended: this is the morning” – As He spoke He no longer looked to them like a lion; but the things that began to happen after that were so great and beautiful that I cannot write them… and for us this is the end of all the stories, and we can most truly say that they all lived happily ever after. But for them it was only the beginning of the real story. All their life in this world and all their adventures in Narnia had only been the cover and the title page: now at last they were beginning Chapter One of the Great Story which no one on earth has read: which goes on forever: in which every chapter is better than the one before…” C.S. Lewis – The Last Battle

Truly, we were made for God, designed to love and be loved by Him. The awareness of His person is our inheritance. We were born to be fascinated by Him and allured by His Love. You may know it or not, but the presence of God is the environment you were created for.

Yet… most of us live disconnected from this heavenly atmosphere. We go through life ignoring that, we’re “incarnate thirst” as someone said. Our journey is filled with struggle and pain, our minds often overheat with the cares of this life, and our emotions… well… picture a roller coaster and get a preview…

As if this weren’t enough, every single day we face an ocean of distractions. There are multitudes of voices calling for our attention. The Media and some intelligent sectors of society have identified our deep hunger and thirst… they know… and ferociously compete with each other to capture the affections of our heart.

Ironically, they are not alone in this pursuit. The God of heaven and the prince of darkness are after the same thing- your burning heart.

The battle at the end of the age rages around this…

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The Fire Within Your Heart
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Make no mistake about it, your affections will burn for something or someone. Your heart is not neutral. There are deep and strong passions within you. They’re like strong rivers of longing that search for an outlet until it’s found (the power of addiction is based on this reality).

We may like or not, but we’re dealing with deep affections and the charm of many lovers… in a sense, we’re being aggressively hunted…

What do we do? How do we live? How do we spend our time and our days? What or Who is worthy to be the object of our desire?

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Heavens Call
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There is a Higher Calling. This calling is not new. Actually is quite old. John the apostle heard it, so did Mary of Bethany. You have probably heard it more than once… that voice above and inside that says: Come Up Here. Come Up Here and I will show you… I’m real… give me Your heart…

We are called to go deeper into the knowledge of God and his Ways. We are invited to join the fellowship of His Son (1Cor. 1:9) and journey into union with the Ultimate Lover of our Souls.

The fact you’re reading this far shows that this Calling is for you. If you were to hate God as so many today, the first paragraph of this article would have scared you away, but here you are…

Now is time to listen and encounter… your Creator is calling… He knows why your heart burns…

Pablo Perez is the Founder of EncounterGodWorship.com (where He Gives Away 7 Worship Songs and Instrumental Music for FREE).

Understanding Your Thirsty Heart

Eternity is written within our hearts. That’s why we love stories like the one below, they remind us that life is more than what we see with our natural eyes…

“Aslan turned to them and said: “You do not look so happy as I mean you to be… the dream is ended: this is the morning” – As He spoke He no longer looked to them like a lion; but the things that began to happen after that were so great and beautiful that I cannot write them… and for us this is the end of all the stories, and we can most truly say that they all lived happily ever after. But for them it was only the beginning of the real story. All their life in this world and all their adventures in Narnia had only been the cover and the title page: now at last they were beginning Chapter One of the Great Story which no one on earth has read: which goes on forever: in which every chapter is better than the one before…” C.S. Lewis – The Last Battle

Truly, we were made for God, designed to love and be loved by Him. The awareness of His person is our inheritance. We were born to be fascinated by Him and allured by His Love. You may know it or not, but the presence of God is the environment you were created for.

Yet… most of us live disconnected from this heavenly atmosphere. We go through life ignoring that, we’re “incarnate thirst” as someone said. Our journey is filled with struggle and pain, our minds often overheat with the cares of this life, and our emotions… well… picture a roller coaster and get a preview…

As if this weren’t enough, every single day we face an ocean of distractions. There are multitudes of voices calling for our attention. The Media and some intelligent sectors of society have identified our deep hunger and thirst… they know… and ferociously compete with each other to capture the affections of our heart.

Ironically, they are not alone in this pursuit. The God of heaven and the prince of darkness are after the same thing- your burning heart.

The battle at the end of the age rages around this…

FIRE WITHIN

Make no mistake about it, your affections will burn for something or someone. Your heart is not neutral. There are deep and strong passions within you. They’re like strong rivers of longing that search for an outlet until it’s found (the power of addiction is based on this reality).

We may like or not, but we’re dealing with deep affections and the charm of many lovers… in a sense, we’re being aggressively hunted…

What do we do? How do we live? How do we spend our time and our days? What or Who is worthy to be the object of our desire?

THE HIGHER CALLING

There is a Higher Calling. This calling is not new. Actually is quite old. John the apostle heard it, so did Mary of Bethany. You have probably heard it more than once… that voice above and inside that says: Come Up Here. Come Up Here and I will show you… I’m real… give me Your heart…

We are called to go deeper into the knowledge of God and his Ways. We are invited to join the fellowship of His Son (1Cor. 1:9) and journey into union with the Ultimate Lover of our Souls.

The fact you’re reading this far shows that this Calling is for you. If you were to hate God as so many today, the first paragraph of this article would have scared you away, but here you are…

Now is time to listen and encounter… your Creator is calling… He knows why your heart burns…

Pablo Perez, worship leader, author and conference speaker. He is the creator of EncounterGodWorship.com (where He offers 7 Worship Songs and Instrumental Music for FREE).