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Sales Calling: Changing Focus in Your Sales Calling Approach

If you’ve been trained in the old traditional sales calling approach, you’re hoping to make a sale whenever you dial the telephone. The problem is that the people you call somehow almost immediately notice your mindset. They sense that you’re only focused on your own goals and interests, and this short-circuits the whole process of communication and trust building.

So try this. Practice shifting your mental focus into thinking, “When I make this call, first I’m going to build a conversation.” When you build a conversation and exchange information instead of persuading or pressuring someone to buy, then the other person can feel much more relaxed. And “The Wall” won’t be triggered.

Ari Galper, the World’s #1 Sales Trainer and expert on trust-based sales training, is the creator of Unlock The Game®, the leading sales approach being adopted by companies across Australia, in Sydney, Melbourne and Brisbane. You can take a Free Test Drive of Ari’s Sales Training approach at http://www.FreeSalesTrainingTipsBlog.com