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Add You - How to Cold Call with Integrity
One of the exercises that I have many clients do is list out all the successes they’ve had in life. I ask them to start with early childhood and list everything they can remember being successful at. One of my clients recently gave the assignment to his girlfriend. She asked me afterwards what the point was. She hadn’t found it very useful.What I told her is that that I’ve found that this exercise serves two important services. First, it’s a self esteem booster. Most people don’t realize how many successes they’ve had in their lives until they write them
4. We “rev up” in an artificial way, hoping to carry the potential client along with us into a sales process. When we “pump ourselves up” with enthusiasm, it feels somewhat fake. It’s not our normal way of being, and it throws us out of integrity. And we also appear artificial to potential clients. They become wary of possibly being maneuvered into a sales situation.
If we can navigate a cold calling conversation without such games, people will sense we’re trustworthy. They react warmly and unhesitatingly to a conversation that feels natural to them, and especially if it revolves around their issues rather than our agenda.
So how do we
Affixing dates on documents is a crucial procedure in inward and outward departments of government agencies and other offices because, at times, there are legal implications associated with such dates. Writing dates manually on a large bunch of documents is labor intensive. Such a task is also monotonous, and therefore prone to human errors. Date stamp is a mechanical device used to address these problems.Traditional date stamps are made up of six or eight flat rubber bands loaded on a support pulley system that is attached to a wooden knob for holding the stam
In the old traditional training, we learned the latest techniques for making a sale. We talk to “prospects” rather than with people. And we “guide” conversations along rather than letting them unfold naturally.
The way we do this sometimes might even be called a bit manipulative. After all, we’re relating to another person while holding an ulterior motive of making a sale.
Where does honesty and integrity fit into this scenario? Well, most of us honestly believe in our product or service. But beyond that, we carry a somewhat artificial persona when we’re cold calling. We talk with people for the primary purpose of making a sale, and we’re not really interested in them or their world.
Doesn’t this make you feel uneasy at times? It does to me.
So let’s discuss some ways we’ve been trained in the traditional sales mindset that feel artificial and dehumanizing, and ways we can overcome them.
1. We intrude upon another person uninvited, with the goal of making a sale. It’s against our nature as human beings to create uncomfortable situations. We have a natural instinct for courtesy and connection It’s usually hard for us as regular people to call uninvited, because on some level it feels discourteous. We can change that by changing our goal. What if our goal is not to make the sale, but to find out if we can help someone? This shift makes us more relaxed. And it keeps us in harmony with personal integrity.
2. We project ourselves as personable and friendly, while also holding an ulterior motive for securing a sale. There’s an inner conflict with integrity when we find ourselves using our connections with others for self-gain. So we can bring ourselves back into honesty and truthfulness by shedding ulterior motives entirely.
We do this by focusing on whether we can provide something that will benefit another person. We find out if they have a problem we may be able to solve. And if it turns out we can’t help with our product or service, we graciously accept the outcome. By being honest and not playing a role, we find ourselves really liking what we do. And when our “ulterior motives” are simply non-existent, people are more open to trusting us.
3. When we meet someone new, we immediately talk about ourselves and what we have to offer. It’s actually not normal for us to start an interaction by launching into a self-focused monologue. As regular people, this just goes against our grain. Common courtesy dictates that initial conversations be dialogues, not monologues.
In normal conversations we would feel self-absorbed if we primarily talked about ourselves and what we have to offer. Yet in the traditional cold calling situation, it’s an accepted “norm.” We’ve been trained to read a script, follow a strategy, or give a sales pitch.
This really isn’t the way we’d like to relate to people, but it’s the way we’ve been taught. We can break out of this artificial game of sorts by just being ourselves. Integrity and truthfulness means being authentic. We begin cold calling conversations with a natural focus on the other person. We find out their needs, and respond with genuine interest.
4. We “rev up” in an artificial way, hoping to carry the potential client along with us into a sales process. When we “pump ourselves up” with enthusiasm, it feels somewhat fake. It’s not our normal way of being, and it throws us out of integrity. And we also appear artificial to potential clients. They become wary of possibly being maneuvered into a sales situation.
If we can navigate a cold calling conversation without such games, people will sense we’re trustworthy. They react warmly and unhesitatingly to a conversation that feels natural to them, and especially if it revolves around their issues rather than our agenda.
So how do we
Even those that are lost with the Net still have heard of eBay. This site blew up in the late 1990s as millions of people found how easy it was to sell things and people found out how fun it was to find unique items on eBay. Regardless of what you needed or just wanted it could be found on eBay, and for anything you had there was a person willing to buy it. eBay quickly became the top player and representation of what could be possible on the Internet. When you consider the money going in and out of eBay it's easy to see why it didn't take much time for a few smart fo
Doesn’t this make you feel uneasy at times? It does to me.
So let’s discuss some ways we’ve been trained in the traditional sales mindset that feel artificial and dehumanizing, and ways we can overcome them.
1. We intrude upon another person uninvited, with the goal of making a sale. It’s against our nature as human beings to create uncomfortable situations. We have a natural instinct for courtesy and connection It’s usually hard for us as regular people to call uninvited, because on some level it feels discourteous. We can change that by changing our goal. What if our goal is not to make the sale, but to find out if we can help someone? This shift makes us more relaxed. And it keeps us in harmony with personal integrity.
2. We project ourselves as personable and friendly, while also holding an ulterior motive for securing a sale. There’s an inner conflict with integrity when we find ourselves using our connections with others for self-gain. So we can bring ourselves back into honesty and truthfulness by shedding ulterior motives entirely.
We do this by focusing on whether we can provide something that will benefit another person. We find out if they have a problem we may be able to solve. And if it turns out we can’t help with our product or service, we graciously accept the outcome. By being honest and not playing a role, we find ourselves really liking what we do. And when our “ulterior motives” are simply non-existent, people are more open to trusting us.
3. When we meet someone new, we immediately talk about ourselves and what we have to offer. It’s actually not normal for us to start an interaction by launching into a self-focused monologue. As regular people, this just goes against our grain. Common courtesy dictates that initial conversations be dialogues, not monologues.
In normal conversations we would feel self-absorbed if we primarily talked about ourselves and what we have to offer. Yet in the traditional cold calling situation, it’s an accepted “norm.” We’ve been trained to read a script, follow a strategy, or give a sales pitch.
This really isn’t the way we’d like to relate to people, but it’s the way we’ve been taught. We can break out of this artificial game of sorts by just being ourselves. Integrity and truthfulness means being authentic. We begin cold calling conversations with a natural focus on the other person. We find out their needs, and respond with genuine interest.
4. We “rev up” in an artificial way, hoping to carry the potential client along with us into a sales process. When we “pump ourselves up” with enthusiasm, it feels somewhat fake. It’s not our normal way of being, and it throws us out of integrity. And we also appear artificial to potential clients. They become wary of possibly being maneuvered into a sales situation.
If we can navigate a cold calling conversation without such games, people will sense we’re trustworthy. They react warmly and unhesitatingly to a conversation that feels natural to them, and especially if it revolves around their issues rather than our agenda.
So how do we
Availability of rich information on products and services, can contribute positively to the Customer experience and the Customer perception on the Business maturity. Informative support on the buying experienceThe customer is interested to assure that the product evaluated shall meet his needs. Information on: the product features combined with the provisioning framework (e.g. product delivery time, services which accompany the delivery, product guarantee)the reputation of the Business and the productalternative choices and
2. We project ourselves as personable and friendly, while also holding an ulterior motive for securing a sale. There’s an inner conflict with integrity when we find ourselves using our connections with others for self-gain. So we can bring ourselves back into honesty and truthfulness by shedding ulterior motives entirely.
We do this by focusing on whether we can provide something that will benefit another person. We find out if they have a problem we may be able to solve. And if it turns out we can’t help with our product or service, we graciously accept the outcome. By being honest and not playing a role, we find ourselves really liking what we do. And when our “ulterior motives” are simply non-existent, people are more open to trusting us.
3. When we meet someone new, we immediately talk about ourselves and what we have to offer. It’s actually not normal for us to start an interaction by launching into a self-focused monologue. As regular people, this just goes against our grain. Common courtesy dictates that initial conversations be dialogues, not monologues.
In normal conversations we would feel self-absorbed if we primarily talked about ourselves and what we have to offer. Yet in the traditional cold calling situation, it’s an accepted “norm.” We’ve been trained to read a script, follow a strategy, or give a sales pitch.
This really isn’t the way we’d like to relate to people, but it’s the way we’ve been taught. We can break out of this artificial game of sorts by just being ourselves. Integrity and truthfulness means being authentic. We begin cold calling conversations with a natural focus on the other person. We find out their needs, and respond with genuine interest.
4. We “rev up” in an artificial way, hoping to carry the potential client along with us into a sales process. When we “pump ourselves up” with enthusiasm, it feels somewhat fake. It’s not our normal way of being, and it throws us out of integrity. And we also appear artificial to potential clients. They become wary of possibly being maneuvered into a sales situation.
If we can navigate a cold calling conversation without such games, people will sense we’re trustworthy. They react warmly and unhesitatingly to a conversation that feels natural to them, and especially if it revolves around their issues rather than our agenda.
So how do we
Did you know that you can get your colleagues or previous employer(s) to help in securing your dream job? How you might ask, well, when next you are in an interview and have to convince a prospective employer about your skills and ability you might just find this tip invaluable..It is a simple technique that could apply to any area of your life, in your personal, business or in your career. For example, lets say you are being interviewed for a job as a Technical Writer with a large software house in the city.Your prospective employer might ask you:
In normal conversations we would feel self-absorbed if we primarily talked about ourselves and what we have to offer. Yet in the traditional cold calling situation, it’s an accepted “norm.” We’ve been trained to read a script, follow a strategy, or give a sales pitch.
This really isn’t the way we’d like to relate to people, but it’s the way we’ve been taught. We can break out of this artificial game of sorts by just being ourselves. Integrity and truthfulness means being authentic. We begin cold calling conversations with a natural focus on the other person. We find out their needs, and respond with genuine interest.
4. We “rev up” in an artificial way, hoping to carry the potential client along with us into a sales process. When we “pump ourselves up” with enthusiasm, it feels somewhat fake. It’s not our normal way of being, and it throws us out of integrity. And we also appear artificial to potential clients. They become wary of possibly being maneuvered into a sales situation.
If we can navigate a cold calling conversation without such games, people will sense we’re trustworthy. They react warmly and unhesitatingly to a conversation that feels natural to them, and especially if it revolves around their issues rather than our agenda.
So how do we
As an entrepreneur, information is the base of all profits. Knowing how to get the right information about your projects and doing it quietly is like money in the bank.1) Networking is number one on the list. A good working relationship with a selection of peers can really help in finding and assessing projects. It takes time to develop a good network of hand picked people that you commonly keep contact with. Trust is a big issue but more importantly quality of positioning is more of an issue. By positioning I mean how that person fits within the relationship o
4. We “rev up” in an artificial way, hoping to carry the potential client along with us into a sales process. When we “pump ourselves up” with enthusiasm, it feels somewhat fake. It’s not our normal way of being, and it throws us out of integrity. And we also appear artificial to potential clients. They become wary of possibly being maneuvered into a sales situation.
If we can navigate a cold calling conversation without such games, people will sense we’re trustworthy. They react warmly and unhesitatingly to a conversation that feels natural to them, and especially if it revolves around their issues rather than our agenda.
So how do we approach cold calling in the most truthful way? We stop being “salespeople” and become human. We engage in an honest dialogue rather than a monologue. We look for ways to help others, and we’re comfortable knowing that our product or service may not be an honest “fit” for them right now. And we stop playing roles, especially the “high enthusiasm” game.
This is what I mean by bringing integrity back into selling. It’s unbelievable just how rewarding both personally and professionally this can be.
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