By Todd Duncan

As we address the final steps to heating up cold calls and overcoming call reluctance, there’s one more thing to be said before we move on. If you’ve ever learned a new language, you know one thing to be true: if you don’t speak the language regularly, you lose it. You don’t remain fluent in any language unless you continue to use it in everyday conversation. And the same is true of the language of trust.

Now, the finals steps heating up cold calls and overcoming call reluctance:

3. Understanding

If you pose your way to a sale, your focus is on the performance. But when posing is not an option, you are forced to ascertain needs in order to provide a compelling presentation. If prospects don’t think you are trying to understand their situation before you try to to sell something to them, you might as well forget their business.

4. Sincerity

If you can’t be yourself in selling situations you shouldn’t be a salesperson. Nobody likes a phony. Nobody likes a poser. If you can’t stand it when a presumptuous salesperson invades your space, why would you ever think that others would enjoy it? But to be successful in the sales profession, you must get past your pretense and treat your customers with respect.

5. Thoroughness

To convey trust, be thorough in everything you do. Always cover all your prospects’ bases for them. Never make them ask you for a progress update. As much as possible, have everything they need to do in order to give you business—and more business—lined up and ready to. That’s not presumption; that’s professionalism. From your explanation of the contract to a simple phone call to apprise them of an order’s progress, nothing will make your prospects and clients more certain of your ability to meet their needs than being thorough.

To eliminate posing immediately, you must learn to communi¬cate clearly in the language of trust. In other words, the five traits listed here must be evident by the way you sell. Then to eliminate posing permanently, you must learn to communicate regularly in the language of trust.

After all, if you’re truly interested in lasting sales success, you can’t foster trust with one client and not another. Building lifetime relationships with every client must be your goal. And the only way to do that is to communicate trust consistently to every one of your clients on a regular basis. Speak the language clearly and regularly so that it remains second nature.

In closing, it all comes down to demonstrating High Trust through timeliness, relevance, understanding, sincerity, and thoroughness with your prospects and clients to heat up your cold calls and overcome your call reluctance.

comments powered by Disqus