Cold Call With Your Boots On, Pilgrim!

When I was with Time-Life, corporate sent some hotshot to our Santa Monica office to goose productivity.

The first thing he did was make the little boys wear neckties and the little girls skirts or dresses.

We rebelled, of course.

“Nobody sees us!” we wailed.

“We’re INSIDE salespeople; get it?”

He didn’t. And he wouldn’t.

At the same time, he strictly enforced the sales scripts we were supposed to use in our calls. We couldn’t say “What I’d like to do” when the guide in front of us read, “What we’ll do.”

Sales dipped because of the darkness and despair he ushered in. And then, after numerous reps bolted for the door, our orders started to rise and actually surpass our previous highs.

He introduced DISCIPLINE into our cold calling routine, and I’m still a believer in it.

Yet, especially if you’re in business for yourself, you need to find out what will give you an edge, and go with that.

When I moved into management at Time-Life, one of my reps would occasionally climb on top of his desk and sell. He enjoyed the view from 10 feet in the air, and he lorded over his prospects, who felt his voice sounded extra-authoritative.

I get the same “high” from selling with my cowboy boots on.

At this very moment, in fact, I’m wearing my Texas-made Lucchese “Mad Dogs.” With them on, I’m about 6-5 or 6-6.

(With ‘em off, I’m 4-4. Now those are some tall heels, partner!)

They add to my confidence, loosen me up, and I think I sound a little more direct and open with prospects than when I’m wearing those one inch at best Bally loafers.

Experiment!

A necktie might do the trick for you, but I like to sell with my boots on, pilgrim!

Article Source: http://www.content.onlypunjab.com

Best-selling author of 12 books and more than 1,000 articles, Dr. Gary S. Goodman is considered "The Gold Standard" in negotiation, 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

Please Rate this Article

5 out of 54 out of 53 out of 52 out of 51 out of 5 

Not yet Rated