Trying Too Hard To Make The Sale When Cold Calling

Frequently when cold calling we make the assumption that if the prospect shows the slightest bit of interest in the product or service they will buy. We push hard to get the sale. This technique is a traditional sales method. We are often taught from the start to use this form.

If they person says "No" change it to a "Yes"; if they hang up you simply move to the next prospect. The numbers game of cold calling and is no longer needed to effectively cold call. With the new mind-set you will not have to feel stressed or bad for pushing the prospect for the sale...because the sale is not the main goal or objective in the new mind-set.

When you try too hard to make the sale you:

Create stress in the prospect and in you
Cause sales pressure in the call
Cause the prospect to put up their "defensive wall"
Send red-flags to the prospects

This tactic in cold calling is still used however there is a better way. The new mind-set will teach you that it is important to find out if they are a fit...before you try to incorporate your product or service into the conversation.

Remember that pushing the sale on the prospect should not be your main goal or objective. You should first find out if your product or service can help them with their current issues...and treat them like a person and not another sale.

Understanding that red-flags cause tension between you and your prospect and this type of pressure will only bring on negative tension. Positive responses are what you will need to achieve a strong and trust building connection to those you are contacting. This positive attitude will also give you and your company respect in the eyes of your prospects improving the future of your company.

Use of old techniques will bring stereo-typing and bad publicity for yourself and your company which will affect your success in a negative way. Once you have learned to re-program your mind to feel comfortable talking with the prospects and not pushing the sales you will see the difference in how your prospects are responding to your calls. You will also see a positive response to your voicemails-emails-and any other ways you contact your prospects. Remember that cold calling doesn't have to be painful or uncomfortable.

The Use of Scapegoats In Persuasion

"United We Stand". For a while there nearly every other car in the country had a bumper sticker appealing to us to stand united, implicitly suggesting that this was our only salvation, because what happens when we don't stand united? That's right. We fall divided.

Is this really true? If we buy into the idea at the core of the current political agenda (standing united, defeating terrorists, spreading democracy) will we all be just fine? Or in doing this do we blindly agree with an entire world of presuppositions?

With scapegoating, the best way to get us all on board-to unite-is to have a common enemy, a boogie man, a Satan, Saddam Hussein or a terrorist to rage against.

Christianity uses scapegoating: Satan. The government uses scapegoating: 1950's = Commies; 2000's = Terrorists. Most recently we have Scooter Libby. (Though the distinction has been made that he's more of a "fall guy" than a "scapegoat" because scapegoat implies using an innocent to pin the blame on while fall guy's usually share the blame.)

It was popular in Massachusetts during the Salem Witch Trials. By diverting attention away from the state and church as the cause for difficulties in people's lives, witches (read: women) were burned at the stake as the core cause of societies ills.

Religion is great for scapegoating. Adam blamed Eve, Eve blamed the serpent. The Baptists show how the Mormons miss the point and lead people astray and visa versa. In order for Christianity to exist, Satan is the 'necessary evil', so to speak. Without Satan there is nothing to save humanity from. The concept of Satan has single-handedly maintained Christianity throughout the years.

Again, I'm not debating the existence of Satan or pushing my religious or political beliefs, I am simply showing how this strategy is used.

There are multiple layers of scapegoating at play currently in politics. Focusing on gay marriage and stem cell research as scapegoats diverts attention from the body count in Iraq.

We saw scapegoating rise to the status of national phenomenon during the aftermath of Hurricane Katrina. It even got a new name: The Blame Game. The mayor blamed the governor and the president. The governor blamed the president and the mayor. The president congratulated his FEMA appointee and suggested things were going swell until he realized no one was buying it and then proceeded to blame the governor and the mayor. Some folks in the government even suggested that no one was to blame, it was a natural disaster.