I'm Cold Calling Right Now-Are You?
There''s quite a debate raging between article writers that are claiming their cold calling tips work best and others that contend cold calling is a waste of time. Who''s right? Neither. How come? They''re so busy stroking their keyboards that they don''t have time to actually do what they''re claiming to do.There?s quite a debate raging between article writers that are claiming their cold calling tips work best and others that contend cold calling is a waste of time. Who?s right? Neither. How come? They?re so busy stroking their keyboards that they don?t have time to actually do what they?re claiming to do. The purported cold calling gurus probably haven?t actually practiced this discipline in ages. In fact, most I would dare to guess have some single-industry background that they?re trying to offload to everyone else.
What can an aluminum siding appointment-setter tell you about getting first-class meetings with C level executives in corporations? If you''re selling upscale condos or cooperatives in New York City do you think you can learn a lot from somebody who solicits subscriptions for the New York Times?
Those that claim cold calling doesn?t work are right: It doesn?t work for THEM.
So, they generalize their limitations to everyone else, hustling fear and avoidance instead of a can-do philosophy and practical techniques.
What do I do?
What did I just pull myself away from doing and what will I return to after you read the last word of this article?
Cold calling, and believe me, I?m getting big-time results and I?m too busy to share any tips with you right now.
(If you want help, go to one of my classic books on the subject: YOU CAN SELL ANYTHING BY TELEPHONE! or REACH OUT & SELL SOMEONE.)
Best of luck.
Dr. Gary S. Goodman is a top trainer, conference and convention speaker, and sales, customer service, and negotiation consultant. A frequent expert commentator on radio and TV, he is also the best-selling author of 12 books, more than 1,000 articles and several popular audio and video programs. His seminars are sponsored internationally and he is a faculty member at more than 40 universities, including UC Berkeley and UCLA. Gary brings over two decades of sales, management and consulting experience to the table, with impressive academic credentials: A Ph.D. from USC, an MBA from the Peter F. Drucker School of Management, and a J.D. degree from Loyola Law School, his clients include several Fortune 1000 companies..