Ari Galper

5 Secrets to Turning a Script into a Natural Dialogue

5 Secrets to Turning a Script into a Natural Dialogue:Do sales scripts annoy the heck out of you? You know that you have to say it, but you also know that people hate hearing them. We all know one when we hear one and it can really defeat the whole purpos... Read >

3 Solutions to Breaking Your Fear of Cold Calling

If you're like most people who sell, you probably have some serious resistance to making cold calls. The fear of cold calling is practically an epidemic - but not the kind that gets publicized. It's a silent and personal struggle. But it really doesn'... Read >

4 Secrets to Successful Cold Calling

In the world of cold calling, there can be a lot of negativity. It's not easy to talk to someone you haven't met - especially when you experience rejection so much of the time. Most people who sell really dislike cold calling, and I don't blame them. B... Read >

4 Steps to Effective Email "Cold Calling"

We all hate spam in our email boxes. It's annoying, impersonal, and sometimes offensive. In spite of this, it may surprise you to know that emails can be a very good way to open communication with a prospect. If you carefully follow the new cold calli... Read >

Confident Cold Calling? A Reality Check in Positive Thinking

Before you make a cold call, do you "gear up" first? Do you get excited about your product or service, and try to anticipate making the sale? Well, if you're following the old traditional cold calling mindset, that's probably what you've been trained ... Read >

Make Fewer Cold Calls and Get Better Results

Cold calling, the old way, has to be the most painful form of sales work you can experience. There's a lot of rejection, fear, and deflated hopes. But there's a new way to make cold calling as pleasant and relaxed as picking up the phone and talking ... Read >

How to Cold Call the Vanishing Client

Sometimes we need to make a cold call to a potential client who has "vanished." Perhaps a lead suddenly went cold, and it's our job to reconnect with them. But we're not sure how to make the call without coming across as aggressive. There can be lo... Read >

How to Get a Call Back From Your Cold Calls

What's the most common reason prospects stop communicating with you? They think your going to pressure them. They're afraid that, even if it's subtle, we'll apply pressure to close the sale. So how do we reassure them we aren't going to pressure them... Read >

7 Steps to Cold Calling Follow up

Let's say you've had a great conversation with a prospect. They've shared their problems and seem genuinely interested in what you have to offer. You're excited about following up with them - but your calls aren't returned. What's happening? Well, the ... Read >

How to Handle Objection When You Cold Call

We've all had the somewhat startling experience of thinking things are going really well during a cold call, and suddenly someone pulls back on us. They give us an "objection," or just say something to end the conversation. Most of us have been train... Read >

Why Inbound Calls Are Really Cold Calls

We all think that incoming calls and "leads" should be easier because they're not cold calls, right? Well, when you think about it, why aren't they? Most of the time the other person is just looking for something and isn't ready to make a decision ye... Read >

How to Cold Call After You Send a Letter

When you send out a sales letter, brochure, or email, you usually follow it up with a cold call. And most of the time you start out the conversation by referring to the sales letter. But the truth is that almost no one reads sales letters anymore. Afte... Read >

How to Stop Your Cold Calls From Losing Steam

We've all had the experience where everything seems to be going well during a cold call, and suddenly the person we're talking to "hits the brakes." They raise an objection. And we start to panic, thinking we're about to lose the sale. So we fall bac... Read >

How to Cold Call With Respect

What happens when you're talking with a prospect during a cold call and you start to realize there isn't an honest "fit" for your product or service? Your prospect doesn't have a problem, hassle, or challenge that your product or service solves. Wel... Read >

How to Cold Call Without Focusing on Yourself

The sales gurus teach a "questioning technique" in cold calling that's designed to get potential clients interested in your solution. It seems like a good idea. But to your prospects it can feel staged. I've seen countless cold calls shut down by peo... Read >