Cold Calling: The Sales Prospecting Addiction That Can Be Broken

1
Is Cold Calling an Addiction?

• A presentation by Frank RumbauskasNew York
  Times Best-Selling Author

2
That's the question I'm asking today Is cold
calling an addiction?
3
First, a bit of background

• because there are 3 varieties of cold calling
  addicts - the first two are related because one
  eventually morphs into the other, and the third
  is another story altogether.

4
Tradition" type.
"Because that's the way we've always done it."
"Because that's the way we've always done it."
and so on down the line
who learned it from their bosses
who learned it from their bosses
.taught cold calling by their bosses
5
The Addict."

• This type of salesperson frequently starts out as
  the "tradition" type, who has been taught by
  sales managers that there is absolutely,
  positively no other way to prospect other than by
  making cold calls.

6

• But, eventually.These sales reps spend many
  years of their sales careers cold calling. They
  fall into a comfort zone, they get complacent and
  become satisfied with barely meeting their quotas
  - and the income that comes with only making
  quota - and they begin to fear the very thought
  of trying something different.

"What if it doesn't work?
7
The addicts are all fighting each other for that
measly 20 - only 1 out of 5 prospective buyers!
Here's the problem Making cold calls is very
much becoming a zero-sum game.
80 of American business decision makers won't
buy from a cold call.
Study by Kenan-Flagler Business School
(University of North Carolina)
8
To make matters worse, they manage to get a sale
from cold calling just often enough to convince
themselves that it's "working," and so they
continue the addiction. In reality, what they're
doing is fighting a zero-sum game with their
peers, while those who have opened their minds to
alternative methods of lead generation are having
an easy time picking up sale after sale after
sale from the 80 who reject cold calls.
9
And each time they do make a sale, they feel that
rush, just like any other kind of addict, and
they fall right back into the pattern of making
cold calls to find the next sale.
10
The Macho Man

• Real men" cold call and if you make sales
  without cold calling, it somehow doesn't really
  count.

11
In summary, if you're suffering from the cold
calling addiction, you need to break it and move
on toward other, more modern, more effective
methods of finding prospects
- things like social media and LinkedIn, online
lead generation, publicity, effective networking,
and the myriad of other lead generation
strategies that blow the doors off of old,
antiquated cold calling any day of the week.
12
Thank You For Reading!
For a FREE 37-page PDF preview of the Never Cold
Call Again system, please visitwww.nevercoldcall.
com
Copyright 2012 by FJR Advisors. All rights
reserved.