Why Cold Calling Detractors Don't Belong In Sales Work

By: Dr. Gary S. Goodman
Submitted: 2007-01-17 15:37:42
Print this article | Tell a friend | For publisher | Social Bookmarking
Rating:
 

I’ve had it up to here with self-appointed sales experts who pop-off with nothing but disrespect for cold-calling.

They don’t know what they’re talking about and they appeal to the worst possible motivation in other salespeople: The desire to get something for nothing.

Cold calling takes work, and genuine salespeople don’t mind that one bit. As Vince Lombardi, the legendary Green Bay Packers coach said, true winners love to not only be on the field of play, but to leave it, exhausted, knowing they did their best.

Show me someone who boasts that he “Prefers to work SMART, and not HARD,” and I’ll show you: (1) Either a certified genius who has found or built a perpetual motion machine; or (2) A liar, who not only deceives himself, but others, too.

I tell them this: IT IS SMARTER TO WORK HARDER.

There’s something else about the anti-cold callers that is disconcerting. They’re RISK-AVERSE. They want a sure thing, and they know that prospecting for new business is anything but certain, especially if you’re too lazy to commit to it.

Every salesperson risks rejection and investing time that won’t immediately pay off in a sale. But who can totally cherry-pick his prospects as to guarantee he’ll always win and never lose?

I’ll tell you who can do this. Passive CLERKS can; the ones who do nothing but answer inbound calls and fulfill orders from a catalogue. They don’t act; they react. And for the most part, they get a nice, steady, pauper’s paycheck to do that 51 weeks a year with one week off, for good behavior.

If you don’t want to work hard and if you fear taking risks and you need a sure thing to feel warm and fuzzy, leave the sales game right now.

And don’t bash cold callers who are really working, and producing results, for a living.

Best-selling author of 12 books and more than 950 articles, Dr. Gary S. Goodman is considered "The Gold Standard" in sales development, customer service, and telephone effectiveness. Top-rated as a speaker, seminar leader, and consultant, his clients extend across the globe and the organizational spectrum, from the Fortune 1000 to small businesses. He can be reached at: gary@customersatisfaction.com.

Article source: Expert Articles

Most Recent Articles in Sales Teleselling category

  • Selling Products and Advertising are Very Legitimate Methods - By: Suresh Kumar
    While creating an income with the internet, most people don't even consider a much more effective method for making money on the internet, which is by selling their own services. Now simple math will tell you that if you are selling DVD players and are making $5 for each one you sell, it will take 200 sales to make $1000 of profit.
  • Top 3 tips for choosing an Appointment Setting Telemarketing Company - By: David Regler
    Are you looking for a steady flow of appointments with prospects? For many companies considering using telemarketing, appointment setting is main objective. I've lost count of the number of times I've spoken with a client and they tell me "I just need to get in front of them..."
  • Cold Calling is a HIGH Percentage Game! - By: Dr. Gary S. Goodman
    If you go to Vegas, Atlantic City, or even Monte Carlo, it pays to find the high percentage games and to play them.Typically, Blackjack is among them, which means it returns generally more money in winnings than say, the slot machines.One of the main objections of ardent Anti-Cold Callers is that they believe cold calling is a low percentage play, that when you do it you’re phoning people with brick homes and trying to sell aluminum siding to them.
  • Reduce Resistance and Inspire Curiosity By Becoming A "Cold Calling Journalist" - By: D.M. Arenzon
    We’ve all heard the same brush-offs from our prospects at one time or another. And you know what? It really gets old after awhile and often it can get a bit frustrating, these include responses such as:"Call me back in six months and we can talk.
  • I Hate Cold Calling, But, Will It Really Help My Small Business? - By: Brandt Stohr
    I hate cold-calling. In fact, there are a lot of horrible pains I would suffer before cold-calling someone. And I think that many small business owners feel the way I do.
  • Cold Calling Can Lead To Severe Depression If Your Prospecting Efforts Are Not Diversified! - By: D.M. Arenzon
    In the financial markets the key to building a successful investment portfolio is through diversification. This means that a diversified portfolio includes stocks, bonds, mutual funds and other investment vehicles. This type of "diversified approach" in the financial markets can also be applied to your prospecting efforts.
  • Redecorate Your Office And Increase Sales! - By: D.M. Arenzon
    It’s just another day at the office, huh? The time is 8:30 in the morning, you walk into your office and the first thought that enters your mind is the following: "I feel like I was here like two minutes ago." We’ve all felt that way, no?
  • Why Cold Calling Detractors Don't Belong In Sales Work - By: Dr. Gary S. Goodman
    I’ve had it up to here with self-appointed sales experts who pop-off with nothing but disrespect for cold-calling.They don’t know what they’re talking about and they appeal to the worst possible motivation in other salespeople: The desire to get something for nothing.Cold calling takes work, and genuine salespeople don’t mind that one bit.
  • Five Ways Cold Calling Beats Competing Methods - By: Dr. Gary S. Goodman
    You’ve probably been a little confused by the ads and articles that say opposing things.Some tout cold calling as a great tool, while others claim it is a waste, pass?, and too difficult.
  • I Make Cold Calls And I'm a "Thank You Note O-Holic" - By: D.M. Arenzon
    It’s important that I get my feelings out and by doing so I’m hoping that I will inspire other cold callers to do the same. Are you ready to hear what I’m about to say? Ok, here it goes....