Just as we often force ourselves to sound happy or force ourselves to learn the free cold calling scripts we can force ourselves to sound natural. This is a bad idea. If you have an agenda going in or are not being honest the prospect will pick it up. Forcing yourself to do anything in cold calling will tend to blow up in your face.

We need to be natural. We need to have a natural conversation with the prospect. No pre-set conversation; no pre-set lingo just natural flow. Think of your prospect as a colleague or a friend. Think of them as someone you know having a specific problem and simply see if you can help them fix it.


Forcing the conversation to go a certain way or pushing through the conversation will be detected by the prospect. This will cause them to lose trust in you instead of gain it.

Remember natural conversation often:

-Strays off track
-Is two-way that means you and them are participating
-Are not rushed
-Opens up the prospect

Learning to be yourself on the cold call is important. Think of it as gathering information not sales. If you are calling to find out if you can be of help to the prospect and don?t start the conversation with a big spiel about yourself, product, service or company the prospect will be open to you. When you start the conversation scripted the prospect naturally goes on the defensive causing you to lose the battle before it?s begun.

Example:

Free Cold Calling Script-

? Hello, my name is Jane Doe and I am calling you today on behalf of XYZ company- the leading manufacturers of toys??

Now with this scripted opening most people will hang up and those who don?t are going to be on the defensive?listening for their way out of the call and definitely feeling the sales pressure.

Natural Conversation-

?Hello I was wondering if you could help me, our company is interested in your opinion and was wondering if you are looking to purchase XYZ toys??

This scenario opens up many avenues and may peak the prospects curiosity. It is not threatening or pressuring to the customer. It allows them a way out up front but you will find that prospects are more likely to listen if they think they can help. You can ask them what toys they are looking at, what toys they have recently purchased, or even simply ask them for feedback if it seems they are not interested. This is a good way to start conversation and build trust in cold calling. Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don't know. To receive your 10 free audio mini-lessons visit: www.UnlockTheGame.com.