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3. Forcing the Conversation into a Pre-Planned Strategy or Script

HereÆs a hard one to avoid if weÆre using scripts or carefully planned cold calling strategies. When we rely on these methods, itÆs usually because we just donÆt know how else to "do" cold calling. However, when we take charge of a conversation in this way, the other person almost always feels like they are being maneuvered. ThatÆs pressure.

If we arenÆt allowing someone else to be fully involved in the conversation, then weÆre using sales pressure to try to control the outcome. Potential clients feel this sales pressure, even when itÆs subtle. Therefore, once again, "The Wall" goes up.

IÆm not suggesting that we donÆt prepare and plan for our cold calls. There are some really good ways to begin cold calls that weÆll want to use over and over. Additionally, there are special phrases we can use that convey well the fact that weÆre interested in solving a problem for the other person.

What we want to avoid, however, is trying to control a cold calling conversation. This almost always happens with scripts and old-style sales strategies. Potential clients feel this pressure and respond negatively.

4. Over-Enthusiasm

The problem with over-enthusiasm in our cold calling is that the other person has to make a decision whether to "buy into" our perspective, or reject it. They feel the hidden sales pressure that wants them to be carried along with our enthusiasm. This usually means braking, whether gently or abruptly.

With over-enthusiasm (which is often just an offshoot of our tension), potential clients feel somewhat boxed in. They feel the pressure of our expectations so they feel compelled to respond either positively or negatively. Most will almost always respond negatively.

Completely eliminating all sales pressure from your cold calling conversations will certainly invite the other person to respond much more warmly and positively.

Title: How to Replace Your Sales Script with a Conversation Word Count: 784 Summary: Sales Mini-Lesson Take-Aways Change your mindset from trying to "close" the appointment to "opening" the conversation. Throw out your linear, step-by-step sales script and create a natural opening phrase that doesnÆt put pressure on the other person. Keywords: cold call, cold calling, sales training, phone selling, phone prospecting, sales prospecting, sales scripts, telesales, telemarketing,

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