5 Secrets of No-Pressure Cold Calling
By Dr. Gary S. Goodman
People are afraid to cold call for a number of reasons.
For one thing, they fear rejection. Also, they’re concerned they’ll sound foolish, or they’ll be laughed or screamed at, or hung-up on.
All of these cold calling events contribute to a feeling of high pressure on the caller, who in turn, pressures prospects, causing unnecessary failure and bruised feelings.
What if you could cold call in utter calmness, as you might imagine the way a Zen master brings a cool cup of water from a well to his lips?
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What do you find hard to do in sales? Let me guess.
Prospecting
Getting to appointments on time
Closing
Handling objections
Writing up activity reports
Getting samples and literature from your company
Prospecting
I’ve driven to the designated area and sat in my car with absolutely no enthusiasm for getting out and starting door-to-door canvassing. And it’s exactly the same with telephone prospecting. You dream up all sorts of reasons why today is not going to be a good day, or the time is too early or late or it’s lunchtime. Myself, I then procrastinate another 10 minutes tidying up all the junk on my desk.
Over the last five years of being part of the working class, I have noticed some key points to being efficient.
1. Time Management
This is one of the biggest factors to being efficient. You can be well organized by keeping a schedule in your business and personal life. Even by having a calendar on the wall and writing your appointments or important phone calls is a good way of keeping organized.
