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But when you do that, you put the other person on the defensive. Something they’ve said is being dismissed. And here’s where rejection can happen very suddenly.
So it’s much better to listen to their concerns and continue to explore whether what you’re offering makes sense for them. There are some wonderful phrases you can use that validate their viewpoint without closing the conversation.
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So now you’ve discovered the 3 major cold calling mistakes people often make. See if you can shift away from those old self-sabotaging mindsets. When you do, you’ll notice that people will engage you much more, and the immediate rejection you’ve grown so accustomed to will happen much less.
Here are 3 common cold calling techniques that you should probably avoid:
Mistake #1: Center the conversation around yourself and what you have to offer
In the old approach, you introduce yourself, explain what you do, and suggest a benefit or feature of your product. And then you close your eyes and pray that the other person will be interested
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Unfortunately, the moment you stop talking you usually hear, "Sorry, I’m busy," or "Sorry, I'm not interested."
You see, you’ve started your cold call by talking about your world and what you have to offer. But realistically, most people aren’t all that interested in you. When you talk about your company and your product, it’s just another advertisement to them. You haven’t engaged them, so they often just "turn the page."
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Prospects are much more interested in themselves and what’s important to them. So if you start the conversation by focusing on their world, they’re more likely to interact with you.
So instead, talk about an issue or problem they may need solving. Focus on them rather than on what you have to offer. And see where it takes you.