Quite often we feel that a killer instinct is the best way to build a high sales rate. When quite honestly the opposite can be just as effective. Long ago the “Go Getter” was the key to success in sales. And still “The Go Getter” can be rather successful. However now the “Sales Advisor” is making more relationships and money then they ever expected.
Taking a new view on the sales industry is sometime in order in cold calling. Quite frankly many prospects are getting tired of the “Go Getter” pushing the sale on them and are looking for the salesmen that will advise them on why the product or service will help them without all the sale jargon most salesmen are accustom too.
The “Sales Advisor” approach will earn you more relationships and more positive future feedback meaning your sales now can build future sales and prospects. Learning to build trust in your prospects now and developing a strong business relationships will give you a stronger community standing later in your career.
Understanding its not about the sale now but the relationships you build will keep you in business and help you feel much better about yourself at the end of the day.
Below are a few tips to help you curb your killer instinct:
Tip 1: Learn to spot your weaknesses before making calls: Quite often we evaluate the situation involving the prospective clients. But we fail to see what situations we can create ourselves before we place the calls. Learning to know what sets us off and what areas are our strengths before going in we will prevent unwanted situations during the cold calls.
Tip 2: Lose the Sales Language: Most of the time when we use the sales language it not only causes a wall to be constructed between the prospect and ourselves but it causes us to push through the call. The prospect simply is looking for someone to be honest and upfront with them. Telling them why they should purchase the product or service.
Tip 3: View the cold call as a conversation and not a sale: This will help you learn to lighten up on your killer instinct for sales. Many of us have been trained to always have that killer instinct when we place a call and in all honesty it can hinder your call altogether.
Remember conversation is the key to cold calling. Learning to have a open ended two-way conversation with the prospect can get you far.
Related Articles
4 Tips to Stress Free Cold Calling
By: Ari Galper | 12/04/2008 | Sales
Stress is the leading cause of heart attacks in the US today. With the hustle and bustle of our busy lives it is quite easy to see. Learning to make your life less stressful is not only a difficult task in many cases but it quite often seems impossible in the world of cold calling and sales. Learning new ways to make our lives less stressing could very well be the thing that saves our lives in the future.
Adding Comfort to Your Cold Calling
By: Ari Galper | 01/05/2008 | Sales
Often we take for granted the little things we experience day to day. Stress is the number one cause of heart attacks among the United States. Stress is such and easy thing to ignore and it effects everyone differently. Learning to take a new view on cold calling can reduce your stress level and the stress and sales pressure your prospects feel when you call as well.
Bright Lights of Hidden Agendas
By: Ari Galper | 01/05/2008 | Sales
There are many salesman that try to pass hidden agendas off on the phone. Understanding that just because we don't tell them what they are doesn't mean that they don't already know. There are many signs to your hidden agendas that are heard and felt by the prospect. And while I am quite sure they are not intentional-the prospects might not feel that way.
Sales Pressure in Cold Calling
By: Ari Galper | 01/05/2008 | Sales
Many times we don't see the amount of sales pressure we add to the call when we use our sales scripts. There are several red-flags that wave when we open our mouth on a cold call and if we are not careful it can destroy our call before it gets started.
How to Make Cold Calling Opportunities out of Voice Mails
By: Adam Price | 05/08/2008 | Sales
Most people who still use the traditional cold calling mindset look at voicemail as a dead end. They say to themselves, "Oh well, I may as well leave a message and hope he calls me back."
Do you Have to be Aggressive to Make Sales?
By: Ari Galper | 03/11/2007 | Business
Can prospects sense when you're assuming too much?
Learn to start conversations by focusing 100 percent on generating discussions around prospects' problems, rather than pitching your solution the second you hear an opening. Learn to begin those conversations by converting the benefits of your solution into problems that your solution can solve.
How to Make your Cold Calling Problem-focused
By: Ari Galper | 06/11/2007 | Business
We rarely think about our prospect’s problems when we cold call. It’s just easier to focus on our product or service. We especially look at problems they’re having, and we build our conversations around that.
The Truth Behind Linear Selling : Why it Can Make Prospects Run the Other Way
By: Ari Galper | 03/11/2007 | Business
Rather than asking prospects overtly what their decision making process is, use softer language that they can understand from their perspective. Don't probe or "fish" for prospects' "pain" as part of your sales process. Prospects have learned through long experience that the appearance of caring is usually a verbal ploy designed to move the sale forward according to the salesperson's agenda.
Got a Question? Ask.
Ask the community a question about this article:
Q&A Powered by:
Latest Sales Articles
Tips for Purchasing a Suit
By: Mejo John | 21/08/2008
Advice float from any nook and corner, and every fashion designer or a fashion expert would advice you on the matter of a suit. They would say that it is essential that every man has atleast one nice suit. You never can estimate when you would require a good suit for a wedding or for a business meet where formal attire is a must.
Something Smells - Not You, Is It?
By: Ramon Vela | 20/08/2008
During difficult financial times, sales can be very challenging. Especially since your clients can smell fear and desperation.
Direct Mail or Email - Use Your List
By: Ramon Vela | 20/08/2008
Experts suggest that you contact your database of prospects 30-50 times a year in multiple mediums such email, direct mail, telemarketing, in person, etc.
Events -- When to Conduct Yours
By: Ramon Vela | 20/08/2008
A marketing event is only as successful as the strong involvement of you and your event vendor partner.
C-level Relationship Selling: Selling at the C-level, the 5 Elements: Part III - Confidence
By: Sam Manfer | 20/08/2008
In order to sell at the C-Level you have to believe you belong with these people. This requires confidence and elimination of self doubt. This article will show how to build you’re confidence so that both you and the executive believe you belong.
How to Use Affiliate Marketing Processes to Start Up When Your Own Business
By: Suresh Kumar | 20/08/2008
Getting involved in an affiliate marketing home business is one good way to earn an income from home. An affiliate marketing business can be a means of earning a nice amount of income without having to put up a large investment to stock inventory.
Fantastic and Highly Fashionable Nyc Organization Spy Bag
By: m.jeya | 20/08/2008
The bag is a premium grade clear bag with a million and one uses. Fendi inspired Spy Bag Red is viewing the highest quality, inspired handbags available. The Spy Bag is the ideal travel organizer. The gorgeous red leather spy bag features one main roomy compartment and one inner wall zippered pocket. The authentic Fendi Spy Bag is made of buttery soft leather that seems to melt under your fingers.
Interesting Facts on Different Kinds of Men’s Underwear
By: Mejo John | 20/08/2008
There is no tricky question about the different kinds of men’s underwear that are existing today. It becomes little tricky when you are buying for your man for the first time from the huge variety. You might want to ask him which type he prefers going for as men differ from the shapes of underwear they wear.
More from Ari Galper
3 Ways to Better Understand Cold Calling Prospects
By: Ari Galper | 18/05/2008 | Sales
Most salespeople who are trained in the old way of making cold calls rarely think about the people they’re calling. They’re too busy thinking about their product or service. But really, this is backwards. If you’re only focusing on what you have to offer, you’re not relating to the other person. And this means that that most of your prospects won’t find your cold call particularly interesting.
How to Avoid Hitting the Cold Calling Wall
By: Ari Galper | 18/05/2008 | Sales
Let's say you're at your office and you're working away. Your phone rings and someone says, “Hello, my name's Mark. I'm with Financial Solutions. We offer a broad array of financial solutions. Do you have a few minutes?”
What would go through your mind when you hear this pitch? Probably the same thing your prospects are thinking when they get a cold call from you. In other words, “How can I get this person off the phone as quickly as possible?”
How to Avoid the "cold Calling Wall"
By: Ari Galper | 18/05/2008 | Sales
Let's say you're at your office and you're working away. Your phone rings and someone says, "Hello, my name's Mark. I'm with Financial Solutions. We offer a broad array of financial solutions. Do you have a few minutes?"
What would go through your mind when you hear this pitch? Probably the same thing your potential clients are thinking when they get a cold call from you. In other words, “How can I get this person off the phone as quickly as possible?”
4 Forms of Sales Pressure That Sabotage Cold Calls
By: Ari Galper | 18/05/2008 | Sales
If you’ve been trained in the old traditional sales approach, your cold calling strategy is probably one of persuasion. That is, you use a variety of way to try to persuade another person to buy your product or service. You point out the benefits and features of what you have to offer, and use strategies to convince them to make a purchase.
But what you’re really doing is pressuring the other person to follow your own personal...
How to Recognize and Diffuse Pressure in Cold Calling
By: Ari Galper | 18/05/2008 | Sales
Wouldn’t it be great if you could make cold calling pleasant for both you and the other person? Well, it’s very possible, if you’re willing to remove sales pressure from the interaction..
Why? Because sales pressure is the underlying cause of all tension in cold calling. You’re pressuring yourself to make the sale, and you’re also pressuring the other person to buy what you have to offer.
The Surprising Truth About Cold Calling
By: Ari Galper | 15/05/2008 | Sales
Haven’t you noticed the old "tried and true" cold calling techniques that were once successful in cold calling have completely lost their effectiveness?
That's why I’ve developed a new cold calling approach that will quickly and automatically put you ahead of the game, and in a league above your competition
New Ways to Open Your Cold Calls
By: Ari Galper | 15/05/2008 | Sales
Most of us design our cold calling around scripts and strategies. Isn’t that how we’ve been taught by the sales gurus? Scripts are linear and step-by-step so you can move calls in the direction you want them to go. And sales strategies do the same thing.
How to Throw Out Your Cold Calling Scripts
By: Ari Galper | 15/05/2008 | Sales
Recently you may have received a cold call from someone using an old-style linear sales script. You probably recognized it as a cold call because the person sounded a bit robotic and kept talking without allowing the conversation to “breathe.”
Business 
