Authors
- our service's benefits
- author account log in
- author sign up form
- claim your articles
- terms of service
- submission guidelines
- adsense share system
56460 free content articles
The Cold Calling Conspiracy
author unkown, learn how to claim this article
A consipiracy exists in the world of selling. A cold calling conspiracy.
What I'm talking about is the requirement by most sales organizations to make coldcalls on your time and at your expense. They say that cold calls equal appointmentsequal sales, but that's not true anymore. All sales managers are guilty of teachingit, believing it, and using it. "Increase your activity and increase your income" arethe mantra. We're told to do the sales math to "motivate" ourselves. Have youheard this one? "If you make five hundred dollars commission per sale and it takesfive appointments to get the sale and twenty calls to get an appointment, then eachcold call is worth five dollars in your pocket."
Did anyone ever really believe this?
Hey boss, put your money where your mouth is! If that were really true, companieswould pay us the five dollars per call! They don't because that equation never worksin the real world... for anyone. The simple fact is that we are only paid forcompleted sales, not for attempts. Directing salespeople to make more calls andincrease activity is a weak excuse for a sales manager or trainer to justify his or herjob. Cold calling is an expensive waste of your time. The reason companies haveyou cold calling is because it is a waste of your time and your money, not theirs.You only make money when you sell something, yet over eighty percent of mostsalespeople's time is spent looking for someone to sell to.
The bottom line is that we, as salespeople, cannot afford to continue fooling awayour time on low-percentage activities like cold calling. It's a way for companies tosave money at your expense. We must focus our attention on activities that get realresults in this new Information Age economy, and the effectiveness of cold callingfell dramatically when we left the old Industrial Age and entered this bold new era.Forget cold calling and learn how to market yourself intelligently, systematically,and automatically. Self-marketing is the key to success in today's sellingenvironment and the "secret" of all those top producers who obviously don't coldcall and won't tell you what it is they're doing to make those huge numbers everymonth. Remember, Napoleon Hill's great work is entitled "Think and Grow Rich,"not "Work Harder and Stay Broke." Don't become a victim of the Cold CallingConspiracy - learn to market yourself successfully and join the elite club of topproducers. I did it and you can too.
Frank Rumbauskas is the author of Cold Calling Is A Waste Of Time: Sales Success InThe Information Age. He is the founder of FJR Advisors, LLC, which publishestraining materials that educate salespeople on how to generate business withoutcold calling. For more information, please visit http://www.nevercoldcall.com
