Thursday, March 13, 2008

Cold Call Using Your Right Brain

If you're having trouble cold calling, the problem might be which side of your brain you're using.

Research shows that left-brain thinkers are analytical, logical, and look at things in parts, while right-brain thinkers are creative, believe that everything is possible, and look at a situation as a whole, rather than as steps. This means that right-brain thinkers are more likely to look at cold calling as a way to start a conversation, and consequently face fewer setbacks when the conversation doesn't lead to a sale.

If you're not enjoying cold calling, try looking at it with a right brain mentality. Here are some suggestions from sales trainer and speaker Ari Galper.
  • Before you make a cold call, think to yourself, "My goal is not to make the sale but to create a conversation based on how I can help the other person."
  • Avoid changing who you are when you make your call. There's no need to be on "stage" or to sound enthusiastic. Just be your everyday relaxed self, as if you're calling a friend. People know when you're being genuine, and when you're not.
  • Throw out your linear sales script and generate a spontaneous conversation based on the problems you can help the other person solve.
  • Let go of thinking "buyer-seller," and view the person you're calling as another person, not as a "prospect."
  • Let go of worrying about driving the conversation "forward." Instead, open your call with a problem statement that generates the response "What do you mean?" or "Tell me more."
Ari Galper is the creator of Unlock The Game, a new sales mindset that overturns the notion of selling as we know it today. Contact him at

No comments: