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| Clever Pick Up Lines | 60% | Weekly | 2011-09-09 08:03 |
| Cheesiest Pick Up Lines | 60% | Weekly | 2011-09-09 07:58 |
| Best Pickup Lines | 60% | Weekly | 2011-09-09 07:54 |
| Best Pick Up Lines To Use On Girls | 60% | Weekly | 2011-09-08 14:58 |
| Bad Pick up Lines | 60% | Weekly | 2011-09-08 14:52 |
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New Modern Male
What Makes For Good Pick Up Lines To Use on Girls
Except for few occasions, girls no matter how interested they are in you will never let you know. They would always expect that the guy ‘reads between the lines’ to know how they feel about him.
It is worth noting, however, that these signs vary from girl to girl. This leaves most guys confused. What you thought was a sign that the girl is heads over heels in love with you might be far from the truth. It still does not hurt to make that move as it has the chance of paying off.
Furthermore, girls are open-minded; whereas most guys see a girl and almost instantaneously have feelings for her; most girls have to be worked upon.
It does not matter what your situation may be; whether you think the new girl next door is telling you to ‘read between the lines’ and make that approach or the girl at the other side of the bar, who is sitting alone and seem not to be waiting for anyone, might be the perfect one for you.
Good pick up lines to use on girls can be a helpful companion to you.
Good pick up lines to use on girls should sound sweet in the ears of the girls hearing them. They should serve to commend the girl on her choice of dress or hairstyle or even make up, rather than talk about your own self.
Most girls if not all are very particular about their appearance. They care about how they look in people’s eyes.
They go through the difficult task of picking dresses that match their shoes, make up or handbag. You therefore do yourself a lot of good by commending her for a good look. This will make her feel good and appreciative of the fact that you took notice of her.
Try to spot out the very little things that would normally go unnoticed. Girls love attention and with your pick up line, you would be giving her just that, even on the first meeting.
Good pick up lines to use on girls should show that you are someone who has a lot of respect for girls and not just someone who disrespect and maltreat girls. The whole idea is to let her know that you are interested in her, your pick up line should portray this but it should also be one that makes her the centre of attention.
Difference Between Top Pick up Lines & Silly Ones
Imagine walking up to a lady you are seeing for the first time and saying ‘hi’, contrary to what you are expecting, she turns around and gives you a stern look. What would be the next thing you would say?
Well, this question makes all the difference between top pick up lines and silly ones.
Some people think top pick up lines are not necessary.
I beg to differ.
I think these people are getting confused with the issue of pick up lines.
In my opinion, a pick up line serves to pick up the attention of whoever you are using it on.
Yes, some guys have gotten the whole idea wrong and are going about using silly lines that are offensive rather than amusing to the one hearing them. This does not in anyway way, reduce the significance of a pick up line, most especially a top pick up line.
Let’s go back to my initial question.
Now that you have had time to think about it let’s compare your answer to the following ones.
Faced with this straight face from the lady, a guy attempts to extricate himself with a statement like ‘great legs what time do they open?’
Another prefers to go for ‘do you come here often?’
Pardon me, but these are silly lines that would not get you anywhere.
It becomes more bizarre when in the middle of the street; you ask someone ‘do you come here often?’
These lines would get you noticed alright, but I can surely tell you that it is not the type of attention you are looking for.
Top pick up lines are the type that would cause the lady to quickly drop her straight face and pick up a smiling one.
But how do you get that sort of reaction one might ask?
The secret is to remain calm.
You approach her; she is probably spinning herself inside out trying to remember where she may have known you. She maybe filled with fear seeing a total stranger approach her and is wondering what you may do to her.
A quick top pick up line followed by a smile would relax her and assure her that she need not fear but at the sametime, it would give you the needed time to reorganise yourself and gain your confidence.
Seeing you relaxed and calm would make her more welcoming. No lady would feel safe around an edggy and agitated young man.
She can never predict what your next move might be. Believe it, top pick up lines do all the tricks when you first meet someone.
Anyone, including you, can find their perfect mate using top pick up lines quickly and easily.
Get More Free Romantic Pick Up Lines Tips
To get more tips on how to find your perfect mate using romantic pick up lines visit http://www.romanticpickuplines.net
The Surprising Truth About Cold Calling
Haven’t you noticed that the old “tried and true” cold calling techniques that were once successful in cold calling have now completely lost their effectiveness?
That’s why I’ve developed a new cold calling approach that will automatically put you ahead of the game and in a league above your competition quickly.
OLD SALES GURU MYTH # 1 “Cold Calling is a Numbers Game”
When all you know is the traditional way of cold calling, selling is indeed a numbers game. Yes, you can call people over and over. You can also chase them until they listen just so that you go away.
Have you ever wondered how someone came up with the “numbers game concept?” It was really about the rejection we constantly experience when making cold calls. The boss just said to call someone else, and so we did. The idea is that if we call a hundred people a day, then we should squeeze out at least a few good leads. However, there’s a better and easier way of getting your product or service message across — all on one call.
If you simply change your cold calling approach, you’ll make fewer calls and more sales. How? By engaging in conversations. Yes, that’s right. Just talk to people…in your normal tone of voice, and without the usual sales pitch approach. When we focus on relationship rather than salesmanship, we’re calling with the anticipation of meeting someone new. We’re looking forward to a pleasant conversation to find out whether we can be of service.
The other person subtly but powerfully feels this mindset. You’re no longer meeting with defense and resistance right from the start. That will dramatically change the way people respond to your cold calls.
OLD COLD CALLING GURU MYTH # 2 “Use a sales script”
People can tell when you’re reading from a script, even if you think you’re pretty good at it. There’s just nothing personal about a sales script, and people pick up on that. Being artificial immediately tags you as a typical salesperson. Therefore, if you can learn to get your message across in a different way, then you’ll eliminate the negative triggers that can lose your sale within seconds.
So once again, the best way is to begin with a conversation. Anticipate a dialogue, not a monologue. People will respond much more positively. When you allow a conversation be natural and to “breathe,” they know you’re present and listening. T hat feels good to someone who is having to “fend off” salespeople who are really just talking billboards.
OLD COLD CALLING GURU MYTH # 3 “Focus on closing the sale”
Are you “going in for the kill” with your closing sale technique? If you are, you could end up killing your deal instead.
Old cold calling sales techniques do nothing more than pressure potential clients. They feel like they’re being chased. What do most people do when they feel chased? They run! They naturally want to retreat away from that pressure — and that pressure is you.
So learn to avoid the “push-pull” dynamic between you and the potential client. You’ll actually find the sales process moving forward much more naturally (and more often) than when you’re forcing things.
In this old myth, the idea is that if a sale is lost, it’s usually at the end of the sales process. The truth is that it’s often lost at the beginning of the cold call. When all you’re doing is going for a sale, the other person can sense it, no matter how well you think it’s camouflaged. When someone senses this sales pressure, “The Wall” goes up and the defenses come out. So stay away from focusing on making the sale. Rather, your goal is always to discover whether you and your potential clients are a good fit.
I can’t tell you how useful these new ideas have been in my own life, and in the lives of hundreds of others who have tried it. It’s not always easy to shed the old cold calling myths. Nevertheless, it’s worth it. With a little practice, you’ll come to a place of actually enjoying your cold calls and getting better results.
By Ari Galper, Founder of Unlock The Game™
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
Are You Adding Value?
A good afternoon to you!
Just had an interesting coaching session where my client just couldn’t understand what was meant by “adding value”.
So we spent a bit of time working through it and I came up with an analogy I would like to share.
Imagine I was selling you an inflatable rubber ring for £20.
I reckon you would just say, I don’t need an inflatable rubber ring.
The price is somewhat irrelevant as you just don’t need it because you are sitting at a computer reading your emails.
So let’s just change the context slightly.
Imagine for a moment you were lost at sea, maybe your boat sunk or something like that, and you cannot swim.
If you were able to buy an inflatable rubber ring, I think you would bite my hand off to get one. The price is almost irrelevant in this situation.
The difference is making a good offer to someone who needs what is for sell.
They need it because the offer solves a problem the market is having.
In this example, I am not selling an inflatable rubber ring, I am selling you the solution to drowning at sea because you cannot swim.
That is how you can add value.
Have a think how you can apply that to your life and work and let me know what you come up with, I would love to hear from you!
Best regards
Jon
P.S Lets hook up on Facebook….check out my profile by going here:
How to Recognize and Diffuse Hidden Pressures in Cold Calling
Four Forms of Sales Pressure that Sabotage Cold Calls
Wouldn’t you like to make cold calling pleasant for both you and the other person? The best way to achieve this is to completely eliminate sales pressure.
Whenever potential clients feel sales pressure, they almost always respond with defense and resistance. Hidden sales pressure takes many forms. If we can avoid the ways we bring sales pressure into our cold calling, then we can stop triggering “The Wall.”
Here are four hidden sales pressures that we bring to our cold calling:
1. Focusing On the Sale
If you’re like most people who make cold calls, you’re hoping to make a sale — or at least an appointment — before you even pick up the phone. The problem is the people you call somehow almost immediately notice your mindset. They sense that you are only focused on your goals and interests, rather than on finding out what they might need or want. This short-circuits the whole process of communication and trust building.
So try this. Practice shifting your mental focus into thinking, “When I make this call, first I’m going to build a conversation. From this, a level of trust can emerge which allows us to exchange information back and forth. And then we can both determine if there’s a fit or not.” When your focus shifts from making a sale into making a conversation, there’s no sales pressure. Many people enjoy conversations. Moreover, as long as you’re sincere, this will be one of them.
You’re also exchanging information rather than “informing” someone of your product or service. This helps your potential client know that he or she matters to you. This means you’re not being experienced as “pushy.”
Keep in mind that letting go of trying to force the outcome of the conversation into a sales event means being totally relaxed with the idea that your solution may not be a fit for them. When you’re exploring right along with another person whether there’s a “fit,” then that person feels no sales pressure.
2. Talking About Ourselves First
When we start our cold calls with a mini-pitch about who we are and what we have to offer, we’ve introduced sales pressure right away. The other person knows we want to make a sale, and they have to respond to that pressure. Most will respond with defense or rejection.
So instead, start your conversation by focusing on a need or issue you know the other person is likely facing. Step into their world and invite them to share whether they’re open to exploring possible solutions with you.
3. Forcing the Conversation into a Pre-Planned Strategy or Script
Here’s a hard one to avoid if we’re using scripts or carefully planned cold calling strategies. When we rely on these methods, it’s usually because we just don’t know how else to “do” cold calling. However, when we take charge of a conversation in this way, the other person almost always feels like they are being maneuvered. That’s pressure.
If we aren’t allowing someone else to be fully involved in the conversation, then we’re using sales pressure to try to control the outcome. Potential clients feel this sales pressure, even when it’s subtle. Therefore, once again, “The Wall” goes up.
I’m not suggesting that we don’t prepare and plan for our cold calls. There are some really good ways to begin cold calls that we’ll want to use over and over. Additionally, there are special phrases we can use that convey well the fact that we’re interested in solving a problem for the other person.
What we want to avoid, however, is trying to control a cold calling conversation. This almost always happens with scripts and old-style sales strategies. Potential clients feel this pressure and respond negatively.
4. Over-Enthusiasm
The problem with over-enthusiasm in our cold calling is that the other person has to make a decision whether to “buy into” our perspective, or reject it. They feel the hidden sales pressure that wants them to be carried along with our enthusiasm. This usually means braking, whether gently or abruptly.
With over-enthusiasm (which is often just an offshoot of our tension), potential clients feel somewhat boxed in. They feel the pressure of our expectations so they feel compelled to respond either positively or negatively. Most will almost always respond negatively.
Completely eliminating all sales pressure from your cold calling conversations will certainly invite the other person to respond much more warmly and positively.
By Ari Galper, Founder of Unlock The Game™
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
Three Important Tips For Creating Romantic Pick Up Lines
When it comes to approaching a woman and delivering romantic pick up lines there are three important tips I want to share with you.
Before I begin, I just want to give you a bit about my background. You see I used to be really shy around women. All my friends could hold a conversion with women and have a good laugh.
I would just really anxious and then go bright red in the face. I couldn’t string more than two words together and my voice was really quiet and soft instead of my normal loud confident tone.
I started to copy my friends chat up lines as it worked for them but did not get quite the same level of success with women.
I am going to share the 3 tips I discovered so any pick up lines you create will work for you.
1. Your romantic pick up lines must be seen as genuine
Women like to feel important. They want the magical fairy tale romance story to come true for them. They want a prince to come along and whisk them away like a princess.
The problem with just repeating someone else’s chat up line is it is not genuine. Women are really good at spotting fakes.
If the line does not reflect your personality and character, the incongruence will be a massive turn off for the girl. They will know you have just been playing a numbers game and saying the same line to lots of girls hoping you find the one that works.
2. Your romantic pick up lines must show you to confident but not arrogant
Another important trait a woman is looking for in a man is confidence. A woman by instinct wants a man who will offer them security. They want a man who is strong mentality and can provide for them.
Women do not want a man who goes bright red in the face and starts to sweat.
Approaching a women with your awesome line is the important first impression. The girl must see you as confident. They will listen to a confident and genuine person as it is of interest and will get attention.
The mistake is going to far and being overly confident so you just come across as arrogant or cocky.
You need to show your confidence straight away but then move the interest over to them. Do not keep talking about yourself. Be interested in the girl.
3. Your romantic pick up lines must start a conversation.
An important part of any line is to invoke a response from the girl.
I see so many men who ask as closed question where the girl can only say yes or no. It is a conversation killer.
You need to create lines that are open and invite a response that starts a conversation.
A pick up line opens the door. Have a conversation with the girl is what will take the dating success to new levels.
Implement these three tips into your pick up arsenal to get the results with women you dream of.
Anyone, including you, can find their perfect mate using romantic pick up lines quickly and easily.
Get More Free Romantic Pick Up Lines Tips
To get more tips on how to find your perfect mate using romantic pick up lines visit http://www.romanticpickuplines.net
7 Ways to Stop Chasing Decision Makers
You probably know this scenario well: Your main contact at a company has expressed interest in possibly purchasing your product or service.
You’ve had the pleasant conversations, you’ve heard “Yes, we’re definitely interested” and “Yes, I’m the decision maker,” and you’re excited about making the sale happen.
You’ve put your heart and soul into doing what you’re best at — explaining the benefits of your solution but working hard not to come across “salesy” or pushy.
As far as you’re concerned, you’ve done everything right.
Now you’re on the phone with your contact. You’re hoping this will be your last conversation before they fax the contract through.
Finally you ask, “So, is the agreement ready to be signed?” There’s a silence, and then you hear the disheartening words: “Oh, I realize that I should really have Mike and Julie, look at it before I send it over.”
Talk about being set up to believe everything was going to be smooth sailing — now a big wave has overturned the boat and it’s sinking fast! Why didn’t he tell you he wasn’t the final decision maker? Why did he lead you on?
Most important, what can you do to stop this from happening again?
Don’t despair! Here are seven ways to end the chasing game with decision makers:
1. Understand the psychology of working in an organization.
No one in an organization wants to make a wrong decision and then be left holding the bag and looking bad. What’s more, in many cases even CEOs of companies can’t make final decisions without the other executives on their team buying in.
So, even if your contact tells you that he or she is the only one making the decision, in most cases that’s highly unlikely, especially in larger organizations. Once you understand that, you’ll find it easier to roll with the news that others are actually involved in signing off on the decision.
2. Make sure your contact has the authority to sign the agreement without approval from others.
How many times have you been told: “I’m the decision maker, and I decide if we’ll purchase your solution or not”? Contacts may say this with total confidence, and we usually take them at their word, only to discover later that they didn’t want us bypassing them to get to the other decision makers. Here’s how you can avoid this situation: After they tell you they are the decision maker, you simply say in a relaxed, easy-going conversational manner, “Oh, okay. No problem. So, basically you’re the only person who signs the agreement, and no one else needs to be involved with this decision?”
It’s amazing what happens when you ask this question. First, there’s likely to be a short silence, and then all of a sudden you learn that other decision makers are involved. Once you know this, you can rethink your approach.
3. Don’t panic when you discover other decision makers are involved.
Don’t get thrown off track when you suddenly learn, deep into the sales process, that other decision makers need to be involved in the decision. When this happens, gently suggest that it might make sense to come up with a way to get them involved with the proposal so they won’t be caught off guard.
4. Suggest a conference call to connect with the decision makers.
Suppose you find out that two other decision makers are involved. Now you have a total of three! What can you do to avoid the delay that’s inevitable when your contact tells you, “I need to get hold of Mike and Julie, but they’re both traveling, so I’ll get back to you after I speak with them”? This situation is often the black hole of selling, because you can wait for weeks until your contact tracks down Mike and Julie and gets back to you.
Here’s how to avoid this: You simply say, “Okay. No problem. Sounds as if Mike and Julie are an important part of the process…I’m wondering if it might make sense to pull together a brief conference call with you and them so that they can get an overview of what’s happening. That way you can avoid chasing them down, and everyone can get up to speed at the same time. Does that make sense?” Also, the answer you get will tell you a lot about where you really stand. If your contact says, “Sure. That makes sense. Let me schedule it,” things are looking good. But if you hear, “Nah, I’ll just try and get hold of them when I can and then get back to you,” he could be saying, “We aren’t really that interested.”
5. Work with your main contact to set the agenda for the conference call.
If your contact agrees to the conference call, spend some time working together on a well-thought-out agenda. Emphasize that your main purpose is simply to inform the others about what has happened so far. It’s crucial that you assure your contact that during the call you will in no way apply any type of sales pressure on the other decision makers.
Why is this important? Because many times contacts are reluctant to pull together a call because they’re afraid that the salesperson will put the participants on the spot, and that would make things awkward for everyone. When you begin the call, simply say, “The purpose of our call today is simply to bring you up to speed on what has happened so far so you all have the information you need to think this solution through at your own pace. Here at XYZ, we don’t believe in pressuring people to make decisions.” Your contact will love you for this.
6. Ask your contact to arrange the conference call.
When you suggest a conference call with all the decision makers, it’s important to put your contact at ease. Too often, salespeople get anxious and say, “I’d be happy to contact the other folks and schedule the call for a time that works for all of us,” but that may make your contact think you’re going to try to influence the others before the call.
To avoid accidentally triggering any “sales alarms,” simply ask your contact if he or she would be open to coordinating the call: “It might make sense if you could e-mail them to coordinate a time for all of us to connect, since you’re closer to them than I would be.”
7. Get to the truth about where the deal stands.
So you have the conference call and you feel it went well, with lots of good discussion. Your intuition is telling you that everyone seemed positive about your solution. Now you want to find out the truth about where the deal stands, but you need to be careful not to call your contact and put subtle pressure on him or her to give you a final answer.
You want to get that answer without asking outright, but you can’t until you’ve uncovered the truth about where everyone stands. When you call your contact back, don’t use the tired phrase, “I’m just calling to follow up.” That just kicks off sales pressure. Instead, say, “I’m just giving you a call to see what kinds of questions the others on the call might have, since those types of calls don’t always address everyone’s issues or concerns.” This will allow your contact to talk about where he or she stands, and you can then ask, “Where do you think we should go from here?”
These seven tips will help you put an end to the dreaded game of chasing decision makers.
By Ari Galper, Founder of Unlock The Game™
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
Seven Steps to Cold Calling Follow-up
Let’s say you’ve had a great conversation with a prospect. They’ve shared their problems and seem genuinely interested in what you are offering. You’re excited about following up with them – but your calls aren’t returned. What’s happening?
Well, the only way to find out the truth of the situation is to ask them. However, before you do, let’s stop and consider some important points. You must approach this in a way that invites trust and diffuses the barriers to comfortable communication.
Here are seven important steps to follow:
1. Don’t assume the sale.
Prospects are used to the traditional buyer-seller relationship. They assume you’ll pressure them. Therefore, they may decide not to tell you things that make them vulnerable to pressure. Until you’re sure you know the complete truth, you can never assume the sale is yours.
2. Keep making it easy for potential clients to tell you their truth.
Toward the end of your conversation, ask, “Do you have any more questions?” If the answer is no, follow up with the 100% final truth gathering question: “Now, are you 100% sure that there’s nothing else that I can do on my end to make you feel more comfortable with this situation?”
You’ll be amazed how often people will reply, “Well, actually, there’s one more issue…” It’s at this point that you really start to hear their truth.
3. Call back to get the truth, not close the sale.
Most potential clients who suddenly disappear expect you to chase them down. They expect you to call and say, “Hi, I was just wondering where things are at?”
Instead, eliminate all sales pressure by telling them you’re okay with their decision not to move forward, based on their not having called you back. In other words, take a step backward. Most of the time, this will open the door to a new level of trust-filled communication.
4. Reassure them that you can handle a “no.”
Of course, we’d rather hear a yes. However, the only way to free yourself and your clients from subtle sales pressure is to let them know that it’s not about the sale – it’s about the best choice for them. If that means no sale, it’s okay with you.
5. Ask for feedback.
Whenever prospects disappear, call them back (e-mail only as a last resort because dialogue is always better). Simply ask, “Would you please share your feedback with me as to how I can improve for next time? I’m committed to understanding where I went wrong.”
This is not being feeble or weak. It’s being humble. This invites the truth.
6. Don’t try to “close” a sale.
If your intuition tells you that the sales process isn’t going in the direction it should be going (which is always toward greater trust and truth), then trust those feelings.
Make it safe for prospects to tell you where they stand. It’s simple. All you have to say is, “Where do you think we should go from here?” But be prepared because you might not want to hear the truth of how they’re feeling. You can cope with this by keeping your larger goal in mind, which is always to establish that the two of you have a “fit.”
7. Give yourself the last word.
Eliminate the anxiety of waiting for the final call that will tell you whether the sale is going to happen. Instead, schedule a time for getting back to each other during your conversation. This eliminates chasing. Simply suggest, “Can we plan to get back to each other on a day and at a time that works for you? Not to close the sale, but simply to bring closure, regardless of what you decide. I’m okay either way, and that’ll save us from having to chase each other.”
You’ll find that these suggestions make selling much less painful because you stay focused on the truth instead of the sale. The truth is, the more we release the idea of needing to make the sale, the more sales we will likely see.
Article By Ari Galper, Founder of Unlock The Game™
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
Aikido and The Art of Selling
Imagine being in a crowded concert or bar. All of a sudden, a fight breaks out between two men who’ve had too much to drink.
You happen to be a few steps away, and the next thing you know, one of the men turns to you and looks as if he’s going to take a swing at you.
What’s your first instinct? Most of us will do one of two things. We’ll either try to step away, or we’ll raise our arms to deflect him and fight back, which can result in harm to you or to your attacker.
But if you were trained in Aikido, the Japanese martial art that focuses on diverting an attacker’s energy, you could quickly diffuse the situation by immobilizing him without harming him in any way.
In essence, you’re diffusing the energy that he’s using to try and attack you in a way that takes the conflict out of the situation.
Unlock The Game and the philosophy behind Aikido have many similarities.
Traditional cold calling and selling are designed to focus only on the “close” by presenting — or in too many cases, “pushing” — your solution onto prospects, sometimes even when they’re not interested.
But if you focus only on your goal of making the sale before having a discussion about the problems that you can help your prospects solve, something happens.
They start feeling that you’re “attacking” them. After all, you’re a stranger to them, and when you start talking about yourself and your solution rather than about them and their specific issues, you immediately trigger their suspicion and cause them to start “pushing back.”
This pushback is the resistance or energy that Unlock The Game teaches you to diffuse. Then both of you can quickly “get on the same page” and open a natural dialogue that will let you determine whether it makes sense for you to work together.
Let’s look at two real selling scenarios — cold calling and “get-you-off-the-phone” objections:
Scenario 1: Cold Calling
Suppose you’re at your desk and you receive a call from someone who says “Hi, my name is Jack Johnson, I’m with XYZ Company, and we’re a full-solution provider of…” Is your first reaction to welcome and be open to his call? Or do your mental defenses immediately kick in and you shut down against this stranger “salesperson”?
Probably the latter, especially if you sense that the caller is focused on his interests and not yours.
That’s why this old-school cold calling approach triggers the resistance and negative energy that prospects immediately throw your way.
The Unlock The Game way to make a successful cold call — “successful” being defined as not triggering rejection — is by beginning your call with, “Hi, my name is Jack, maybe you can help me out for a moment?” That simple question is a very natural way of beginning a conversation with a stranger.
But you can’t just read this word for word, like a script. It won’t work. That would be like an Aikido instructor teaching a first-time student the physical movements before he or she has learned the philosophy necessary to carry them out.
The same applies here. First you need to integrate a new Mindset that changes the goal of your call from making the sale, or getting an appointment, to engaging the person in a natural two-way dialogue.
To do this, your voice has to be low-key. You have to avoid communicating any hint of typical “salesperson” enthusiasm, or any sense that you’re trying to direct the conversation to an end goal. Once you integrate the Mindset, all this kicks in naturally.
So, if you want to succeed in prospecting and cold calling, become aware of how you might be triggering the resistance or energy that instinctively causes prospects to push back against you.
Scenario 2: “Get-you-off-the-phone” objections
Here’s another example. Forget the idea of “overcoming objections.” Doing that only triggers more resistance from prospects that’s very difficult to diffuse.
Think about it for a moment. When prospects give a reason why they don’t want to proceed —when they “put up resistance” — you’ve been trained to “overcome” their objections rather than to diffuse their resistance by acknowledging that what they’re telling you is their truth.
By applying the Unlock The Game Mindset™ and skills, you diffuse that resistance and remove the conflict from the situation, just as in Aikido.
Here’s the Unlock The Game™ process for dealing with objections:
1. Diffuse the objection with “That’s not a problem… (Pause)”
2. Acknowledge the truth of their objection (see the sample language below).
3. Reopen the conversation with “Would you be open to…”
For example, suppose a prospect says, “We already have a vendor.” The path of diffusing and reengaging would go like this:
1. “That’s not a problem…(Pause)”
2. “I wasn’t calling to replace the vendor you’re currently using.” Here, you’re addressing their suspicion that your only focus is on making the sale and on ripping out their relationship with their current vendor. You’re simply asking whether they would be open to different ideas that might help them solve a problem. This diffuses the tension.
3. “Would you be open to some different ideas that you might not be using now?” After the tension is dissolved, this lets you reopen the conversation in a natural way because they clearly understand that your goal is to help them. Then, if things are a match between you, you can decide where to go from there.
Keep in mind that this process will work only if you fully integrate the Mindset so it feels as natural to you as breathing.
In short, if you’re using any form of traditional selling, you could be triggering a resistance every time you communicate with your prospect.
But if you learn this new Mindset, along with words and phrases that remove any conflict or tension from the relationship, you’ll have taken your first steps toward your black belt in unlocking the cold calling game!
Article By Ari Galper, Founder of Unlock The Game™
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
