3 Cold Calling Mistakes That Lead to Rejection

Here are three common cold calling techniques you should avoid:

Mistake #1: Is to center the conversation on yourself and what you have to offer.

In the traditional method, you introduce yourself, explain what you do, and then suggest a benefit or feature of your product. Then you close your eyes and hope the other person is interested.

Unfortunately, when you stop talking, you usually get the response, “Sorry, I’m busy,” or “Sorry, I’m not interested.”

You see, you began your cold call by discussing your world and what you have to offer. But, in reality, most people aren’t that interested in you. To them, talking about your company and your product is just another advertisement. Because you haven’t engaged them, they frequently “turn the page.”

Prospects are more concerned with themselves and what is important to them. They are more likely to interact with you if you begin the conversation by focusing on their world.

Instead, discuss an issue or problem that they may need to resolve. Concentrate on them rather than what you have to offer. And then see where it leads you.

Mistake #2: Be certain that they will purchase your product or service.

You’re taught in the old cold calling mindset to focus on the sale and be completely confident that what you’re offering is something the other person should buy.

The issue with this approach is that you haven’t asked them to make this decision with you. Consider this: in the old mindset, you are deciding what is best for someone else. I know it’s not your intention, but it’s exactly how your prospects perceive it.

So, instead of being overly confident and enthusiastic, take a moment to consider the other person. Instead of launching into a persuasive strategy or sales pitch, engage in a genuine conversation. Put yourself in their shoes and invite them to investigate whether what you have to offer is a good fit for them.

Others are able to tell the difference. You’re inviting them to see if you can help them solve a problem. This results in a much better connection right away, and you’ll get much less of that immediate rejection reaction.

Mistake #3: When an objection is raised, try to overcome it.

One of the reasons cold calling is so difficult is that you may not be familiar with the other person or their company. You don’t know much about their issues, problems, budget, or time constraints when you make that first call.

Your product or service will most likely not benefit everyone.

So, realistically, your company or product will not be a good fit for everyone. Nonetheless, when someone raises an objection (“we don’t have the budget for that,” for example), the old cold calling mindset trains you to “overcome,” “bypass,” or “override.”

However, doing so puts the other person on the defensive. Something they’ve said is being brushed aside. And this is where rejection can come as a surprise.

As a result, it is far better to listen to their concerns and continue to investigate whether what you are offering makes sense for them. There are some fantastic phrases you can use to validate their point of view without ending the conversation.

So you’ve discovered the three most common cold calling blunders. See if you can break free from your old self-sabotaging habits. When you do, you’ll notice that people will engage you much more and that the immediate rejection you’ve grown accustomed to will occur much less frequently.

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