Have you ever had the cold shivers and sweats from the thought of having to make your daily cold calls? Due to the fearsome nature that cold calling has become, from the horrible techniques that have been taught in the past, it's no wonder the phone feels like a 3000 pound weight when you go to call.



It doesn't have to turn out like this. Cold calling can be an interesting, intriguing, fulfilling adventure.

Here are five perspectives that will give you an entirely new outlook on cold calling. When you apply these new perspectives, cold calling can actually be enjoyable. It can be very self-fulfilling and extremely profitable.

1. Focus on Helping the Other Person

It's against our nature as human beings to create an uncomfortable situation with another person. That's the core reason many of us get that knot in our stomach when we start dialing a cold call.

When we're only focused on making the sale, this is not a natural meeting place for both people. We want the sale, but the other person usually wants us to go away! Being intrusive is not the finest of character traits, and on some level we know it.

So how can we feel good about cold calling? We change our mindset from getting the sale into being helpful. We look at cold calling as an opportunity to assist.

How can we possibly feel uncomfortable doing that? Helping people is one of the best character traits we possess.

When cold calling is aligned with our very best way of being, it becomes an adventure. We truly want to help people. We feel very good about this, and it shows in our voice. People hear it. You'll find their reply will surprise you.

2. Be Honest and Truthful

You're in a very good place when you choose to be truthful in your cold calling. If you're not trying to fool anyone, you naturally feel better about making the call. You know that you're trustworthy. People will respond in a good way.

When you approach a potential client with integrity and common sense, you're more personable and less tense. Being fully honest is one of your better attributes. And it gives you an opportunity to enjoy the interaction rather than being artificial or manipulative.

People do seem to have a sixth sense about integrity. When they feel you can be trusted, you can truly shine as a person as well as a potential supplier.

3. Be Yourself

Engage people in natural conversation. The more natural you are, the more comfortable you will feel. This makes the other person feel more comfortable as well.

Avoid playing a role, especially reading from a script. Most people can tell when you're using a script. There's nothing personal about it, and they pick up on that.

Being artificial puts you in the "typical salesperson" category, which is exactly the role most of us detest. It doesn't feel authentic. And unless you're a born actor, it makes you feel skittish about cold calling.

Give yourself the freedom to go with the flow of the call. Give the interaction "space"." Make it like a general low-key chat with a buddy.

Practice this and it can turn your cold calls into pleasant conversations. And you may actually look forward to meeting that new person the next time you pick up the phone!

4. Get into the Other Person's World

Shift your mindset away from what you have to offer and focus instead on what their problem is.

We're so used to and trained to focus on our offer, that we rarely put ourselves in the clients position. We're not really interested in their issues and how to solve them.

Be interested in their world and their challenges. You'll find this intriguing! Most of us have a natural flair for problem solving. We enjoy "fixing things." So find out what's going on with the person you're talking to.

Make sure the solution you have really does "fix it." Get rid of any hidden agendas and truly listen. Show them you're interested ing them and their situation.

Move outside your own sales agenda to focus on the needs of others. This makes you a better human being and helps you leap past the fear of cold calling.

5. Let Go of Expectations

Never assume anything beforehand. Allow the conversation to be one of exploration and discovery. Focus solely on the conversation and not your sales agenda.

Determine whether it makes sense to continue the conversation by truly listening. Never presume your prospect should buy what you have to offer, even when it seems they're a perfect fit.

You are not calling to create a situation that is focused on your personal gain, but on helping the other person. Simply have a conversation to explore whether you can help them in some way. It takes the pressure of you and the prospect. You'll be more relaxed and they'll be more honest about where they stand.

Believe me, once you start applying these perspectives it will transform your day-to-day worklife. Rather than hating the cold call scenario, you'll being to enjoy it and even look forward to creating a mutually enjoyable and win-win scenario for all.