Cold Calling is Like Shaving- If You Don't Do it Every Day- You're a Bum!

When I was selling and then managing salespeople at Time-Life, we found inspiration by calling a recorded line that had a daily message from the telephone sales guru, Jack Schwartz.

Jack was a successful life insurance salesman before launching his telephone training business, and he used every provocative line he could conjure.

One of the most memorable was: “Selling is like shaving, if you don’t do it every day, you’re a bum!”

I used to laugh at this one because my face hosted a full beard at the time.

But I got his drift.

I’d like to make this very same point about cold calling, if I may.

It is akin to what the legendary coach Vince Lombardi said about victory.

“Winning isn’t a some time thing; it’s an all the time thing.”

Cold calling isn’t something you do because you’re desperate or because you’ve run out of referrals or easy leads. It is the kind of habit that brings in sales, but more important, it toughens you and sharpens your skills.

In fact, there is no better time to cold call than when you're on a winning streak, feeling especially confident. That can-do aura will make you unstoppable, and your presentations even more engaging.

With cold calling, everything else about selling gets easier, especially returning calls and following up. Even voice mail and paperwork are tamable.

In truth, failing to cold call every day won’t make you a bum; just dumb.

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

Dr. Gary S. Goodman is the best-selling author of 12 books and more than a thousand articles. His seminars and training programs are sponsored internationally and he is a top-rated faculty member at more than 40 universities, including UCLA Extension, where he has taught since 1999. Dynamic, experienced, and lots of fun, Gary brings more than two decades of solid management and consulting experience to the table, along with the best academic preparation and credentials in the speaking and training industry. Holder of five degrees, including a Ph.D. from the Annenberg School For Communication at USC, an MBA from the Peter F. Drucker School of Management, and a law degree from Loyola, his clients include several Fortune 1000 companies along with successful family owned and operated firms across America. Much more than a “talking head,” Gary is a top mind that you?ll enjoy working with and putting to use. He can be reached at: gary@customersatisfaction.com

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