Are you comfortable making cold calls? A Reality Check for Positivity
That is likely what you have been trained to do if you adhere to the traditional cold calling mindset. However, you are unaware that enthusiasm and confidence frequently backfire on you.
Why? Because you’re speaking with someone who is unfamiliar with you. Consider how you would feel if someone you don’t know approached you with zeal and zeal.
You’re likely to take a step back. You’re wary and on the defensive in the face of all that enthusiasm.
It’s the same with cold calls. People dislike the sensation of being pressed, which is frequently triggered when you approach someone with excessive confidence. Although it is referred to as “positive thinking” in traditional sales training strategies, it is actually overconfidence.
The following are two points to consider the next time you pick up the phone:
1. Manipulating sales enthusiasm is – manipulative.
Oftentimes when I’m coaching someone, I’ll ask them to role-play with me. And frequently, everything changes as soon as they begin their cold call presentation.
Their natural tone of voice changes, and they sound completely unlike the person who called and spoke so naturally with me about their sales issues.
You see, sometimes the mere prospect of making a cold call causes you to speak louder and with an abundance of “forward energy momentum.”
However, the majority of cold calls fail the moment the other party senses your enthusiasm.
Why? Because prospects feel hemmed in by excessive enthusiasm. They are aware of the pressure created by your expectations. They feel as if they are being pushed by someone they do not know and who does not know anything about them.
Thus, it is far preferable to speak in a natural, conversational tone, as if speaking with a friend. The difference is astounding when you’re relaxed and natural.
2. Assumptions have the feel of presumptions
The traditional cold calling technique instils confidence in you that the person you’re calling should seriously consider purchasing what you’re offering. It’s a given that if they fit your profile, your product or service should fit them as well.
However, how rational is it to make assumptions about someone with whom you have never spoken, much less had a conversation? How much information about their problems, issues, needs, time frame, budget, decision-making process, or other critical information can you possibly have?
Can you imagine how the person on the other end of the phone feels when you make the assumption that you know what is “best” for them? They are unfamiliar with you and have no reason to trust you.
As a result, people naturally assume a defensive posture.
As a result, it’s best to avoid making any assumptions when making cold calls.
Approach your prospects with a humble, modest demeanour. Avoid approaching the conversation already convinced that they should be a good fit. This way, you’ll avoid the sales pressure that causes the defensive response.
Eliminating all assumptions and exuding enthusiasm during your cold calling will help people relate to you as a real person, rather than a “pushy” salesperson. And you’ll usually find that they respond much more naturally and warmly.