Have you ever heard how cold calling scripts actually make you sound on the phone when making your calls?

My guess is this... You actually hate being interrupted by telemarketers in your office?

WHY?

Because when cold call scripts are used and you're the reciever, it triggers a certain response within you, one you've been conditioned to react negatively to, right?

So, when you begin making your own cold calls, and use cold calling scripts yourself, you have a feeling of un-easiness within, because you know how your making the reciever feel "PRESSURE" which is a natural born "KILLER" of cold calling and any sales process.

I once wondered "How Many" sales are lost, due to the fact that telemarketers and the sales managers that run business development projects via the phone (typically cold calling)?

I later found out from practical experience as both a cold caller myself and then an international sales coach, that there are way too many "LOST" sales from using a scripted, un-authentic approach.

When you can just be yourself, which most people want to be on the phone, but just don't know how because they either:

1. Lose the sale becuause without a script their "too nice"
2. Aren't allowed to be themselves because "thier boss is listening"
3. Have tried not using scripts and being natural before, but it never worked for them... So they reverted back to the worse of the two evils... "Cold Calling Scripts"

Well, I'm here to tell you, that you can be yourself again, however, there are some critical things you need to be aware of to make this transition, being:

1. Realize how "fake" cold calling scripts make you sound.

Just the use of a script changes your overall tone on the phone, becuase you know deep within yourself that your not being "YOU" and so does your prospects.

This isn't a matter of making your cold calling scripts sound more natural either, it's much deeper than that, it's a matter of "releasing" the artificial approach that cold calling scripts deliver all together!

I know that can be an extremely scary thought, and at the same time a very freeing thought also... There are many other ways to go about connecting with prospects without having to "corner" them into a "one-way" sales pitch, which is in essence what a sales screed is all about... You don't need it!

2. Don't pitch, converse with your prospect!

This statement of opening with a conversation, rather than a sales pitch might be rather foriegn to you, you might even be rejecting the idea with all your heart, because you've tried that and it doesn't seem to get you anywhere... Right?

Well there's a very reasonable logic as to "WHY" a conversation with your prospects hasn't got you anywhere in the past, and it's because you're so focussed on trying to tell (and sell) them on what you have to offer, that you've lost touch with your prospects own dilemmas and issues that you help solve!

I can guarantee you, if you workout before you make your next cold call, "What" are the top issues that you help people solve everyday... Really project yourself in the world of your prospects in this exercise... What are they feeling, what problems do they face, where and who do they go to, to seek solutions and are they solved sufficiently?

If you dig deep into their world and then ask them about it, you'll begin to "bond" with that person, they'll see you as the problem solver, not the problematic "high pressure" sales person who wants to sell them the latest gadget or service and most importantly you'll be heard!

There's a complete and unique process behind what I'm talking about here, and I know it works as I used it for years and then coached it for several more years.

3. Look at possibilities rather than a "one-way" close!

When you use cold calling scripts and any form of scripted approach in sales, speaking, or interaction you might find yourself in even outside of a sales environment and you'll end up finding yourself in artificial and uncomfortable territory.

And what do most cold calling scripts try to accomplish?

They try to push the prospect towards getting a "yes" response, and chip away at them so they eventually agree and "give in" to what you're suggesting... But I bet, the whole time you're doing this you don't feel too good, because you haven't taken the time, to hear their problem(s).

If you approach it in a natural "be yourself" style, a level which is the basis of all human needs, which is make the other person feel "important and cared for" and that you "understand" them, you'll find they'll ask you "how" you can help them solve their problems and decide from their.

No pressure, no hype, no fuss!

4. Record yourself in general conversation and then in a sales conversation... and HEAR the difference!

Have you ever role played with a practice partner and actually heard the difference between your general conversation, like you're talking to a friend, and then in "sales mode"?

What do you think the difference in our physiology is?

Well to begin with, in a sales process we're taught to try and "make the sale" and we know within ourselves that we have a hidden agenda.

Both your discomfort level and the response of your approach from the prospect, which is normally to shut right down from that point forward, you have "no chance" to ever build any form of rapport or trust.

However, when you call a friend for a game of golf and they reply "well, actually I was thinking of tennis today" you are more inclined to go along with it, rather than trying to "SELL" them on how good a game of golf would be...

So your whole demeanour is different and you're more relaxed and flexible, therefore your both more open to each others ideas... If you can build this relaxation into your sales calls (and you most definitely can), you're bound for a lot of success and friends in the process.

Because sales should be fun and it's a "Two-Way" process that is to be enjoyed, not feared or hated!

5. Focus on the goal of "just having a natural two-way chat" on your calls.

Do you feel rather uncomfortable at the thought of not using some form of cold calling scripts?

Here's a possible solution and thought process for you...

Next time you make a cold call, try asking for the help of the person who answers the phone. You might liken this to being lost in the street in your car, and you find a local who can help you.

Well it's not different on the phone cold, than it is with a stranger, so you might say "Hi, I'm hoping you might be able to help me out?"... No threat in asking for help right?

So instantly their ready to "help you" and not be defensive, what you say next is (and there is a complete mindset around this) something like "I'm a little lost, I was calling to find out ..."

You're more than likely (if you do this correctly) get a response like "what do you mean?", "how do you do that?" or "tell me more?" it will be a response of intrigue and openness, rather than one of closedness.

I got a response like it just the other day, when I had to approach a very large bowling club as I was trying to help my friend who is a DJ for karaoke find some work...

So I called in and went over to the manager and said in a very normal and low key way... "hi, I'm just calling in to see if I could help your club with more business when times are quiet?"...

What do you think he said to me?

Well he certainly didn't say "go away", "we don't need it", or "we already have a supplier" he asked me... "what do you propose?"... A response that opened a conversation and a complete and friendly tour of the facility and a future conversation for openings with that club.

Now if I'd have gone to him and say "Hi, my name is Adam, and I'm from DJ Karaoke, do you have karaoke here?" he would have said "Nup, don't need it... don't want it... it's never worked for us... never will... GO AWAY!" (which is the "typical" response that cold calling scripts achieve... and the really sad thing is, we're taught to "put up" with the general response, rather than fix it's root cause!)

But instead I offered to "solve a problem that every club faces" which is downtime, slumps, profit gaps, in their timetable that causes them to lose money and most clubs do at some point, have times where they need more clientelle to come in and buy food, drinks and entertainment.

I simply filled a gap (that no cold calling scripts could ever do), I was my authentic self and it worked...

The truth is, there are gaps that need filling in every single industry you can think of, no matter what area, or niche you work in, I bet you, that I could find the problem required upon talking with you for 15 minutes (without the use of cold calling scripts to guide you)... It's just a matter of teaching you how to unwind from the artificial teachings that we've all fallen sucker to in the past, as its been the only way we've known... Until now that is!

So now you know the difference between using artificial cold calling scripts and the negative salesperson stereotype effects that come from them.

I wish you all the best in the world in going out and connecting with total strangers in both the cold calling world and the general conversation world... Once you experience this new form of freedom, you'll want more and more of it.

There is a whole new world out there for cold calling and sales that are totally void of cold calling scripts, don't ever let others tell you there isn't!

If you enjoyed this piece, I have written a lot more like this at my site specifically written for sales people who wish to connect and prospect in a more authentic way, so go ahead and visit www.NaturalColdCalling.com it's more than just cold call training, it's about connecting authentically with others.