PKeep Pushing?ppIn This Old Traditional Cold Calling Mindset, We Keep Pushing. We Try To Present More Information Until We "close" The Sale. We Try To Bypass Peoples Objections And Concerns Because Weve Already Decided For Them That They Should Buy What We Have To Offer.ppHowever, In The New Cold Calling Mindset, We Know That Sales Pressure Is Always A Recipe For Disaster. Instead, We Respond To Objections By First Trying To Understand Whether Theyre Genuine Concerns Or Resistance To Sales Pressure. Until We Do This, We Have No Way Of Responding Appropriately To Someones Objections. We Especially Have No Way Of Tackling The Underlying Cause Of Resistance, Which Is A Reaction To Sales Pressure.ppGenuine Concern Is About The Product Or Service. Resistance Is About A Persons Mindset.ppThe Old Cold Calling Approach Doesnt Distinguish Between "genuine Concerns" About What Youre Selling, Versus "resistance" To How Youre Selling It. Nevertheless, This Is Crucial. If A Potential Client Is Genuinely Concerned With Something About Your Product Or Service, Then You Address It Thoughtfully And Directly.ppHowever, If Theyre Resisting The Process Itself, Then Theyve Felt Sales Pressure In Some Way. Resistance Is Almost Always A Negative Response To Perceived Sales Pressure.ppWe Therefore Need To Consider How Weve Introduced That Pressure, Or How We Can Reassure Them Were Only Focused On Helping Them Solve Their Problems.ppDifferent ResponsesppWhen Potential Clients Raise Objections About What Youre Selling (pricing, Delivery, Quality, Etc.), These Are Genuine Concerns. Theyre Rooted In The Clients World. Therefore, You Must Take Them Seriously Rather Than Overriding Or Ignoring Them.ppWhen Someone Is Resistant To The Conversation Itself, Then Youre Dealing With A Reaction To Sales Pressure. This Needs Addressing, But In A Different Way. This Is What I Would Call Real "resistance," Because Clients Are Resisting The Whole Cold Calling Process.ppThey Think That Youre Trying To Sell Them.ppA Tricky DistinctionppWhat Gets Tricky Is When People Raise Objections That Sound Like Genuine Concerns. But What Theyre Actually Doing Is Resisting Perceived Sales Pressure.ppOn The Surface, Comments Like These Sound As If Theyre About Your Product Or Service,ppdont They?pp Send Me More Information.pp Sounds Good. Let Me Think About It.pp Your Price Is Too High.pp Great. Let Me Talk It Over With My Co-workers.ppThey May Actually Be Code Words For "Im Feeling Pressured By How Youre Selling."ppYour Potential Client Probably Isnt Going To Tell You The Truth. After All, When Was The Last Time Someone Said, "You Know, I Feel As If Youre Really Focused On Getting The Sale Here And Thats Making Me Feel Pressured. Its Creating A Slight Tension In My Stomach.ppTherefore, At This Point, I Dont Trust You."ppFortunately, You Can Figure Out Whether Potential Clients Are Raising Genuine Concerns Or Covering Up Their Discomfort. Just Do These Two Simple Things:pp1. Assume Pressure Is Always Present, Even When Youre Doing Everything You Can To Create A Pressure-free Environment. People Expect Sales Pressure, And We Cant Always Immediately Diffuse That Expectation 100.pp2. Trust Your Intuition And Instincts. Over Time, Youll Learn To Be Able To Tell Whether Potential Clients Are Telling You The Truth. Youll Start Picking Up Signals That Theyre Feeling Pressured, Such As Giving You Short Answers.ppAs You Learn To Distinguish Between Genuine Concerns And Resistance, Youre Likely To Hear Fewer And Fewer "objections." Youll Stop Triggering Evasive Responses Or False Concerns When You Stay Focused On Whats Actually Being Communicated. You Will Also Get Far Better Reactions To Your Cold Calling Efforts.p
