This will be a two-part post focusing on one of the most disliked aspects of selling. That aspect is cold calling. Part One will focus on cold calling over the phone and Part Two will focus on cold calling in person.
I’ve never met a salesperson who truly loved making Cold Calls. I’ve met some who claimed to but their actions showed otherwise. But the discipline to make those calls whether you like to or not often determines the success of a sales professional.
Successful people have developed the habits of doing the things that less successful people simply don’t like to do. Successful salespeople have developed the habit of prospecting even if they don’t particularly like it.
If you’re Cold Calling over the phone then use a script. But, and this is huge, never, never, never read your script. Use it as a roadmap to make…
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