Friday, May 16, 2008

How to genuinely enjoy cold calling - Part 4

4. Get into the Other Person's World

Shift your mindset away from what you have to offer and focus instead on what their problem is. So many of us have been trained to think about our services and products, that we don't think about the client's point of view. Many salesmen aren't really interested in their client's issues and how they can help solve them.

Be interested in their world and their challenges. You'll find this intriguing.
Most of us have a natural flair for problem solving. We enjoy 'fixing things'.
So find out what's going on with the person you're talking to.

Make sure the solution you have really does 'fix it'. Get rid of any hidden agendas and truly listen. Let them know you're interested in them and their world.
Move outside your own sales agenda to focus on the needs of others.
This makes you a better human being and helps you leap past the fear of cold calling.

Another way of saying this is: find the pain and offer to solve it.
But be honest if you can't. Underpromise and overdeliver. And know what you have to offer, but also know that stretching your promises for delivery too far can cause a harmful situation.

Be good - be well

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