This is an excerpt from an article originally written by Ari Galper.
If you don't know him, check out his website http://www.unlockthegame.com/.
Most of us dread our days of making cold calls.
We take a deep breath, pump ourselves up, and prepare to talk with a perfect stranger. Is there any wonder a gray cloud sometimes hangs over our desk? It really doesn't have to be this way. Cold calling can be an interesting, intriguing, fulfilling adventure.
Here are five perspectives that will (honestly!) create enjoyment in your cold calling, and will give you an entirely new outlook on cold calling. When you apply these new perspectives, cold calling can actually be enjoyable. It can become personally fulfilling as well as financially rewarding.
Today, we start with # 1:
1. Focus on Helping the Other Person
It's against our nature as human beings to create an uncomfortable situation with another person. That's the core reason many of us get that knot in our stomach when we start dialing a cold call. When we're only focused on making the sale, this is not a natural meeting place for both people. We want the sale, but the other person usually wants us to go away. Being intrusive is not the finest of character traits, and on some level we know it. So how can we feel good about cold calling? We change our mindset from getting the sale into being helpful. We look at cold calling as an opportunity to assist. How can we possibly feel uncomfortable doing that? Helping people is one of the best character traits we possess. When cold calling is aligned with our very best way of being, it becomes an adventure. We truly want to help people. We feel very good about this, and it shows in our voice. People hear it. And their response will surprise you.