The
Cold Calling Conspiracy
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A conspiracy exists in the world of selling.
A cold calling conspiracy.
What I’m talking about is the requirement by
most sales organizations to make cold calls on your time and at
your expense. They say that cold calls equal appointments equal
sales, but that’s not true anymore. All sales managers are
guilty of teaching it, believing it, and using it. “Increase
your activity and increase your income” are the mantra. We’re
told to do the sales math to “motivate” ourselves. Have you
heard this one? “If you make five hundred dollars commission
per sale and it takes five appointments to get the sale and
twenty calls to get an appointment, then each cold call is
worth five dollars in your pocket.”
Did anyone ever really believe this?
Hey boss, put your money where your mouth
is! If that were really true, companies would pay us the five
dollars per call! They don’t because that equation never works
in the real world... for anyone. The simple fact is that we are
only paid for completed sales, not for attempts. Directing
salespeople to make more calls and increase activity is a weak
excuse for a sales manager or trainer to justify his or her
job. Cold calling is an expensive waste of your time. The
reason companies have you cold calling is because it is a waste
of your time and your money, not theirs. You only make money
when you sell something, yet over eighty percent of most
salespeople’s time is spent looking for someone to sell to.
The bottom line is that we, as salespeople,
cannot afford to continue fooling away our time on
low-percentage activities like cold calling. It’s a way for
companies to save money at your expense. We must focus our
attention on activities that get real results in this new
Information Age economy, and the effectiveness of cold calling
fell dramatically when we left the old Industrial Age and
entered this bold new era. Forget cold calling and learn how to
market yourself intelligently, systematically, and
automatically. Self-marketing is the key to success in today’s
selling environment and the “secret” of all those top producers
who obviously don’t cold call and won’t tell you what it is
they’re doing to make those huge numbers every month. Remember,
Napoleon Hill’s great work is entitled “Think and Grow Rich,”
not “Work Harder and Stay Broke.” Don’t become a victim of the
Cold Calling Conspiracy - learn to market yourself successfully
and join the elite club of top producers. I did it and you can
too.
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About
The Author
Frank
Rumbauskas, the New York Times best-selling
author who revolutionized selling, has taught
tens of thousands of salespeople and small
business owners how to stop cold calling forever! For
10 free chapters of Frank's breakthrough
book, please visit www.nevercoldcall.com.
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