For most of us, cold calling is extremely unpleasant because you’re uninvited, and your prospect is busy, you need something, and the prospect does not. Think of it this way: Does anybody get up in the morning thinking, "I’ve got a very busy day ahead of me today. I hope at least a dozen people call on me today wanting to sell me stuff or invite me to join them in their Win Win Opportunity or the next big thing opportunity to hit the net in years."
I bet many will buy books and tapes that teach dozens of ways to bully, sleaze, and lie their way into their prospect’s heads. But in the end, you are still an uninvited pest. Not fun to be with and not fun to have to deal with. Is it any wonder that your prospects are always "out" or "in the shower"? But most will want to learn how to speak with prospects without setting off the “salesman approaching" alarm”.
Because cold calling is so unpleasant, most sales people devise dozens of time-wasting techniques to avoid doing it. Meticulous activity logs. Endless "research" on the Web. "Networking" or should I say gossip calls with other struggling friends. Calling people you know will be unavailable and not leaving a voice mail. Filling out time management tools. Counting their paperclips and organizing their office. (Don’t laugh, it happens all the time!).
This approach makes a person give up?
Does it benefit the prospect? Anyone?
"You cannot teach a man anything. You can only help him discover it within himself." — Galileo
To Your Success
Dave and Darlene Mills
Leadership with a vision