Cold Calling Is For Winners, Not Whiners
It’s about time I applied the wisdom of Peter F. Drucker, management sage and my late professor, to the art of cold calling.
He said:
“We don’t succeed in areas we don’t respect.”
Clearly, this pertains to dialing for dollars, don’t you think?
How many among us truly admire and respect cold calling?
I know I do, because it has made and re-made my career many times over.
It put me through college and helped with graduate school.
Using A “sales Pitch” Kills Cold Calls
The moment you use the old-school cold calling approach – the traditional pitch about who you are and what you have to offer – you trigger the negative “salesperson” stereotype. And that usually means instant rejection from your prospect.
The problem is with how you’re selling, not what you’re selling. When you start cold calling by talking about what you have to offer, you’re “pitching” yourself instead of focusing on the other person. Your voice and demeanor is full of expectation. And this creates sales pressure, which triggers resistance.
