Beware Of Cold Calling Quacks Dont Study Surgery With Those Who Flee At The Sight Of Blood

Writen by Dr. Gary S. Goodman

I love to read articles written by people who have never made a dime by cold calling.

They seem to shout the loudest that cold calling is a waste of time.

For them, it's true. But I've made my career and my fortune doing it.

What is their problem?

If they aren't afraid to pick up the phone, and their patter is competent, why aren't they getting results, too?

The simple answer is they don't do enough of it. They quit long before "the numbers" start to work for them.

I mean "The Law of Large Numbers," and if you're unfamiliar with this principle, pick up my audio seminar bearing this name, published by Nightingale-Conant.

But let's return to this question: Why are so many telephone losers so hasty to conclude there is no money to be made on the phone, if they don't suffer from fear of rejection, performance anxiety; they can't get up for the game, or a skill deficit?

I believe it boils down to a different concern: THE FEAR OF WASTING ONE'S TIME.

They are such marginal performers that they are petrified of making any investment in their own success that isn't guaranteed to pay off quickly, however modest the reward might be that accrues to them.

I'll bet most of these die-hard anti-cold callers are commission-a-phobic, too. They utterly wet their pants when confronted by the prospect that they'll be paid ONLY for performance and nothing else.

This comes from fundamental insecurity. Without a safety net, a base salary, the love and approval of a doting boss, they're lost little lambs.

But—get this—they want to teach YOU how to sell!

Would you take singing lesions from someone who is tone deaf? Would you learn to play golf from someone who has never ventured beyond a miniature course? Would you study surgery with someone who is frightened by the sight of blood?

Yet they want you to be their sales training client.

Hey, if they can get you to buy that, maybe they have some selling skills after all!

Best-selling author of 12 books and more than 900 articles, Dr. Gary S. Goodman is considered "The Gold Standard"--the foremost expert 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.