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Articles by Ari Galper 
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"When Prospects Give You The "Silent Treatment"
If you’ve been selling for a while, you’ve probably had at least one experience in which your prospect suddenly started giving you the "silent treatment."
Anthony described... More...
By Ari Galper,
USA - November 12th, 2007
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Why "Overcoming" Objections Can Lose the Sale
"Objections" or "Concerns"
The problem is, that's where you often lose them, because reacting to "objections" almost inevitably lets prospects pigeonhole you as "salesperson".
... More...
By Ari Galper,
USA - November 12th, 2007
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How to Replace Your Sales Script with a Conversation
The main problem was that sales scripts ended up cornering the person I was calling into a "Yes" or "No."
And that made me feel sleazy and just fed the negative "salesperson" st... More...
By Ari Galper,
USA - November 12th, 2007
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Confident at Cold Calling? A Reality Check on Postive 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... More...
By Ari Galper,
USA - November 12th, 2007
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3 Cold Calling Mistakes that Trigger Rejection
Here are 3 common cold calling techniques that you should probably avoid:
Mistake #1: Center the conversation around yourself and what you have to offer
In the old approach, ... More...
By Ari Galper,
USA - November 12th, 2007
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Trust is Better than Selling in Cold Calling
I’d like to introduce you to a radical new thought. In the old sales mindset, you’ve probably been trained to focus only on making the sale. You approach your cold calls with t... More...
By Ari Galper,
USA - November 12th, 2007
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4 Classic Cold Calling Mistakes
Have you noticed that the old "tried and true" cold calling techniques which were once successful have completely lost their effectiveness over the years? They just don’t work an... More...
By Ari Galper,
USA - November 12th, 2007
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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 ... More...
By Ari Galper,
USA - November 12th, 2007
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How to Cold Call without a Script
Linear step-by-step sales scripts have done a lot to give selling a bad name. Not because they don’t "work", actually some people who use cold calling scripts actually do make so... More...
By Ari Galper,
USA - November 12th, 2007
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How to Stop Your Cold Calls From Losing Steam
Keep pushing?
In this old traditional cold calling mindset, we keep pushing. We try to present more information until we "close" the sale. We try to bypass people’s objections... More...
By Ari Galper,
USA - November 12th, 2007
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Four Keys to Making Your Cold Call Stress-Free
From the traditional point of view, cold calling conversations should constantly lead towards making a sale. We’ve been given only one path to follow, and that’s getting a "yes... More...
By Ari Galper,
USA - November 5th, 2007
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Should You Use Sales Letters Before You Cold Call
Remember the numbers game? Well, that is the same thought behind sending out sales letters. The hope is that with every hundred or so letters, a few sales will result.
If you d... More...
By Ari Galper,
USA - November 5th, 2007
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