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Sales Training: Are You Focused on Your Goals and Interests Instead of the Client in Sales Calling?

Why do we avoid sales calling more than any other selling activity? Because we dread the experience of rejection that it often carries. Each time we pick up the phone, we hope it will result in a sale. And so we naturally experience pain and frustration when we are rejected.

If you’re like most people, trained in the traditional mindset around cold calling, you’re hoping to at least make an appointment before you even begin talking to the other person.

The problem is, the person you call somehow always pick up on your mindset immediately. They sense that you’re focused on your goals and interests, rather than on finding out what they might need or want.

You probably haven’t told your potential clients your real goal in calling them, but you don’t need to. They know, because we’ve all gotten so many cold calls from so many salespeople that we’re oversensitive when the phone rings and it’s someone we don’t know. We’re automatically suspicious about who’s calling.

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.unlockthegame.com.au/