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Sales Training: Your Choice of Sales Language in Sales Calling

In sales the language you use plays a big part in the response you get. Start thinking about language that will engage people rather than language that will trigger rejection. If you can start a conversation that triggers a �What do you mean?� from the other person, you�ll find you can explain yourself in a natural way. And it also creates a two-way dialogue, which lets you flow with the conversation without feeling you�re getting off-track.

Developing a problem statement makes this whole process much easier. Find out what issue or problem your potential client is likely to be experiencing, and build an open-ended conversation around that.

Here are three basic steps to opening up a dialogue and having a real conversation with your sales calls:

1. Begin with the question, �Maybe you can help me out for a moment?� The reply is almost always something like, �Sure, how can I help you?�

2. Continue with something like, �I�m just calling to see if your company is still having issues with unpaid invoices.� And the response probably will be, �Well, yeah, we are. Who�s this?�

3. You can then respond in a very relaxed tone, �This is John. I�m with XYZ Collection Agency. I�m just calling to see if you�d be open to some new ideas on how to better solve that problem.� This makes it easy for the other person to reply, �What do you mean?� or �Tell me more.� And after that, the possibilities of your conversation are endless.

Try these new sales calling ideas, you�ll be amazed at how much value you receive, both personally and professionally.

Ari Galper, the World�s #1 Cold calling 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 Cold calling approach at http://www.unlockthegame.com.au/