How to End the Cold Calling Game of Chasing a Sale
them anything at all.
Most people will welcome your interest in their problem as long as you’re not operating out of the hidden agenda of making a sale. So overcome the temptation to discuss what you have to offer and move into focusing on your caller’s world. Invite discussion, express interest, and stop chasing the sale.
3. Uncover the Truth of the Situation
Make your objective to uncover the truth of the potential client’s situation and to be okay with the outcome, whether it’s a yes or a no.
We can do this by checking in at various times in the conversation to make sure it makes sense to continue the dialogue. If we just move ahead without doing this, we’re in “chase mode.” And in this case, we may be chasing something very unrealistic for this particular potential client.
