How to End the Cold Calling Game of Chasing a Sale
they feel you understand their issues before you focus on yourself and your solutions. Come up with two or three specific problems that your product or service solves. And talk about it with the potential client first, before offering your sales pitch.
When you offer your presentation or solution without first involving the other person by talking about a core problem they might be having, you are focused on the sale rather than the conversation. And your whole energy tends to drive the interaction into a sales mode. Remember, whenever someone feels “chased,” they usually run.
So stop for a moment. Convey that you’re a problem solver. Invite a mutual exchange of information that explores whether there’s a possibility that the two of you might work together. Help them understand that your thoughts and goals are not focused on selling
