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How To Dispel The Fear of Cold Calling #486
Life is filled with hard things to overcome. Like for me it’s pizza, has there ever been a more perfect food invented? Yet to stay fit and trim as best as a portly old man can do, there are limits to how much pizza I should consume. What’s another hard thing in life? Cold. When I first started making cold calls I was literally knocking on peoples doors. It was brutal. But this is the thing, it was the only way to speak to some people. And get this, some of them wanted to learn more what I was promoting. This may sound un-Taoist like. But it’s not. With the right mindset, it can actually be a flow experience. and unforced. How? That’s the topic for today, cold calling.
Today’s Chapter: Cold Calling
Friend or stranger, all are just people,
two sides of the same coin.
Yet curiously, greeting a stranger,
qualifying their needs,
asking for an opportunity
is the sellers greatest fear.
Fear is an illusion.
Act without expectation.
Succeed without taking credit.
Accomplish with spontaneity.
What will be, will be.
Today’s Story
Pat tutored the new hire on everything there was about cold calling. But it was a rough start. Chris had a bad case of call reluctance and did all kinds of things to avoid making calls.
Pat noticed and said, “These prospects don’t bite. When we’re kids we’re told to not talk to strangers. But think about all your friends. Once upon a time, they were strangers. If you hadn’t set fear aside and met them, they would never be a part of your life today.
“That’s true,” said Chris.
Pat went on, “It’s the same thing in sales. Prospects are clients we’ve not yet met. Your call script is a simple means to discover if they have a need and if we can help. Sure, they’re not expecting our call. I expect them to sound surprised, impatient, and curt. But if my questions resound, they’ll want to learn more. This how all deals begin.”
Take Action Quote
The humorist Will Rogers once said,
“A stranger is just a friend I haven’t met yet.”
This is the way to view prospects. Cold outreach sounds pushy. But for prospects who never leave their desks, it’s the only way to start a dialogue. As Winston Churchill said,
“Courage is what it takes to stand up and speak; courage is also what it takes to sit down and listen.”
It’s true, people will hang up on you. But in the big scheme of the universe, is that so bad? In the big scheme you might be able to help. Isn’t that what’s important?
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