http://www.unlockthegame.com.au/ What I’m suggesting is a mind-shift away from all the old ideas of manipulating, turning, guiding, playing, and closing. Move your cold calling into one simple human act -- building a relationship.

1. How to Avoid Cold Calling
Burnout
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2. Old-school traditional cold calling
 Old-school traditional cold calling can take a toll on a
person’s self esteem over time.
 It’s just not natural to have somebody hang up on us, or
to experience rejection over and over each day.
 Many of us tend to recoil at even the idea of cold calling.
 It’s a fear-laden experience that’s often depressing.
 Most of us have a mental block around cold calling.
 We associate cold calling with the worst of what selling is
about - the “going to war” concept where we play a mind
game with someone we’ve never met.
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3. You can avoid it
 All this can be avoided by shifting your frame of reference.
 After this you’ll look forward to the adventure of cold
calling.
 You’ll overcome those moments when you are sitting at
the telephone physically unable to make a cold call
because “burn out” has robbed you of the energy.
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4. New way of cold calling
 I’m suggesting that you do cold calling in a new way - in a
conversational manner and without thinking about making
a sale.
 In order not to focus on “getting the sale,” you must first
surrender to the outcome of your call.
 From this place and only this place, can you finally
connect with your prospect at a human level.
 When you do this, you’ll find yourself more relaxed.
 The person on the other side of the phone won’t feel like
you’re there to make a sale, but to simply have a
conversation with them to see if you can help in some
way.
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5. The way to do this
 Become someone who is genuine and helpful.
 You’ll be amazed at how people respond to you.
 At the end of the day you won’t be burned out.
 You’ll be energized and truly happy.
 It’s all about a new human-to-human mindset.
 Here are 4 important steps to releasing your focus on
“making the sale” so you can invite new business
relationships without having to be calculating or
manipulative.
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6. 1. Adjust your cold calling goal
 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.”
 With this in mind, then, you begin cold calling by stepping
into the other person’s world.
 Rather than starting out with a mini-sales pitch, you ask a
question based on what problem your product or service
can solve for them.
 For example, if you’re offering computer programming,
you might say, “I’m just calling to see if your company is
having issues with lost data because of paper-based filing
systems.”
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7. 2. Avoid changing who you are when you
make your cold call.
 Remain yourself without hiding behind the “salesperson”
persona.
 There’s no need to be on “stage” or to sound
enthusiastic.
 Be your everyday relaxed self, as if you’re calling a friend.
 People know when you’re being genuine, and when you’re
not.
 When you’re simply being a real person rather than
adopting a salesperson persona, you’ll find that people
respond to you much more warmly.
 “Real” you generates real interest from others.
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8. 3. Stop trying to drive the conversation
towards a sale
 Open cold calls with a problem statement that generates
a response like “What do you mean?” or “Tell me more.”
 End the conversation with the phrase such as, “Well,
where do you think we should go from here?”
 This shifts you away from having “tunnel vision” about
making a sale.
 It opens up a whole world of human-to-human
connection.
 This is not only fun, it has a positive effect on your
bottom line.
 You’ll hear great responses like, “I enjoyed talking with
you, thank you for your help.”
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9. 4. Let go of thinking “buyer-seller”
 View the person you’re cold calling as another person,
not as a “prospect.”
 Recognize their issues and their goals.
 Fit yourself into their world and help them out.
 Determine exactly what kind of problems you have a
solution for, and share from that place.
 And if no sale results, it feels okay because you’re focusing
on being helpful rather than on securing a sale.
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10. Mind-shift away
 What I’m suggesting is a mind-shift away from all the old
ideas of manipulating, turning, guiding, playing, and closing.
 Move your cold calling into one simple human act -
building a relationship.
 When you’re making friends and doing business with
people you like and whom also like you, then cold calling
can become a truly enjoyable part of your day.
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11. Visit our website to find out more about this technique
and how you can learn it
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