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Summary: The old-school sales gurus teach the essentially the same approach. "Focus on closing the sale. Keep pushing forward. Persuading and coaxing has always been considered a normal and necessary part of cold calling. Keywords: cold call, cold calling, sales training, phone selling, phone prospecting, sales prospecting, sales scripts, telesales, telemarketing, mortgage selling, mortgage cold calling, insurance sales Article Body:

Cold calling, the old way, has to be the most painful form of sales work you can experience. ThereÆs a lot of rejection, fear, and deflated hopes.

But thereÆs a new way to make cold calling as pleasant and relaxed as picking up the phone and talking to a friend. Just follow these steps, and your cold calls can become an enjoyable part of your day.

1. Rip Up Your Sales Script and Start a Conversation

If youÆve been selling for a while, youÆve probably used a sales script. Perhaps using a script is the only way you know to start a cold call.

But people can almost always tell when you're reading from a script, even if you think youÆre pretty good at it. There's just nothing personal about it, and people pick up on that.

A script isnÆt a conversation. ItÆs a linear process designed to move the other person toward a sale. YouÆre not having a real dialogue when youÆre using a script. So nothing is "real" about the whole encounter.

A conversation, on the other hand, is a living, breathing relationship. YouÆre two real people, talking normally and naturally.

So when youÆre just being yourself, the other personÆs walls can come down. Because youÆre not coming at them with one-way sales strategy. So your cold calls typically last longer. YouÆll make fewer calls, and have better results.

2. From "Dreaded Salesperson" to Trusted Advisor

The old cold calling strategies teach you to polarize the roles of buyer and seller. YouÆre trying to coax "prospects" into buying your product. YouÆre not thinking about their world û their budget, problems, or time constraints. YouÆve been taught to think about the sale.

Well, suppose you were to focus instead on the things that matter to the other person. For example, their problems. What if you were to become a problem solver?

ThatÆs exactly the place you want to be when making your cold calls. Imagine approaching someone with the idea of finding out whether you can help solve a problem. Imagine the kind of attitude this would

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