Close More Deals With The Dinosaur Technique
In sales, cold calling remains a fundamental skill despite the digital transformation of our industry. Yet for many professionals, picking up the phone can trigger anxiety, hesitation, and fear of rejection.
Here’s the unexpected psychological approach that will boost your confidence, increase call volume, and close more deals in less time!
The Power of Mental Reframing
One of the most effective yet underutilized techniques in sales performance is cognitive reframing.
It’s a psychological strategy that involves changing how you perceive challenging situations.
This approach can transform cold calling from a dreaded task into a mentally engaging activity through what’s called the "Character Technique."
This unconventional method involves adopting a playful mental character during your cold calling sessions.
Some sales professionals imagine themselves as fearless hunters, mythical creatures, or even prehistoric animals punching in phone numbers with tiny arms.
While this might sound whimsical, the psychological mechanism at work is surprisingly powerful.
Why It Works (The Science)
This approach works because it creates psychological distance between your personal identity and the rejection that inevitably comes with cold calling.
When someone hangs up or declines a meeting, it's not you being rejected—it's just your character experiencing a minor setback in their "hunt."
As one sales leader put it perfectly:
"It isn't you they are rejecting, it is the offer you're making."
The science behind this is solid.
Cognitive reframing is a core technique in therapeutic practices, helping people separate themselves from negative experiences and develop healthier coping mechanisms.
For sales professionals facing constant rejection, this separation can prevent burnout and maintain motivation.
A Glimpse of Success
Sales professionals who implement these techniques report remarkable benefits:
Increased call volume: Many make 25-30% more calls per hour
Improved tone and delivery: The natural anxiety reduction translates to more engaging conversations during discovery calls
Greater resilience: The ability to bounce back quickly after difficult calls and transform frustrations into constructive solutions
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