Archive for the ‘Cold Calling’ Category

Cold Calling: The Quiet Mind

Thursday, April 17th, 2008

cold-callThis week I spoke to a successful speaker who said she generates all of her paid opportunities via free speaking engagements. She is busy, and she found a way that works for her. We talked about cold calling, and she said she tried it and hates it. Hate? That’s a strong word to describe a simple activity of picking up the phone and making connections. The reason is that cold calling is an emotional and psychological endeavor as much as it is a tactical one. I often remind people that cold calling and what you are currently doing need not be mutually exclusive. In fact, the beauty of cold calling on the phone is that it does not take a great deal of time compared to other activities such as personal networking. It’s not too difficult to fit in a half-hour each day to make your calls.


Our cold calling expert, Carl Harvey, gives us some great insight regarding the psychology of cold calling. Enjoy!

The Quiet Mind is the psychological state of the salesperson, who, in the moment, when on the phone with or in front of a prospect, doesn’t care whether she secures the appointment or wins the sale. And because she doesn’t care, she has no expectations, no self-doubt, no need for approval and no fear of failure, and free of those anchors can now act as her best self and in her best interest.


What stops most salespeople from reaching that state, and thus executing effective selling technique, are their negative self-talk: “I can’t call at the top”; “I might be interrupting someone.” “I can’t ask tough questions.” To the extent that our negative self-talk predominates our thinking, either consciously or subconsciously, it will be two against one, our negative self-talk and our prospect’s skepticism against us. And in sales, like sports, two to one usually means we lose. The corrective to negative self-talk is Mind Management: the practice of identifying and challenging our negative self-talk and replacing it with more positive, truthful assessments. For example, instead of viewing cold calling as an occasion of fear and dread, replace that negative thought with a more positive and truthful assessment, such as “cold calling is exciting because I’m in control, opportunity is uncovered and money is to be made.” These statements are all true and positive and more accurately reflect the opportunities offered by picking up that phone or knocking on a door. To the extent that we can quiet our mind, we will be able to act more consistently and effectively. As we do, our success and self-esteem will grow.

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Cold Calling: What’s Stopping You?

Friday, April 4th, 2008

phoneFor most businesses there is no substitute for efficiency of cold calling.  Yes . . . networking, advertising, inbound-based marketing, SEO are all vitally important; but if you’re missing the cold calling component, chances are you’re missing out big time.

Carl Harvey is Target Intellect’s cold calling guru.  He makes a compelling case that lack of technique is not the issue; it’s simply a matter of “just doing it”.  In his book What’s Stopping You,  he indicates that even the best sales people tend to be weakest with cold calling.  They typically find other things to do including answering voicemail and email.  The issue is that by not having a systematic cold calling plan, they are ignoring vast potential for business generation.

In our research, the real reason we avoid cold calling is discomfort.  Very few people are truly impervious to rejection.  But, as Carl tells us, every time we retreat from our discomfort we make that task more imposing.


A simple question:  What would it mean to your business if you were calling on 100 prospects per week, and you had a system for quickly identifying their pain and making a plan for the next step? If you have a sales force, what would it mean if every member were consistently following the plan?

Step I:  Create a Word Document, and write down what you think you could achieve by having a successful and consistent cold calling program.  Save it under Cold Calling Success.  That’s it. 

Today, make a commitment to systematically follow the plans outlined in this blog to grow your business.  They work.  They have helped me build my company and they have helped my clients build theirs.

Small incremental steps will create a world of possibility for you; and I’m looking forward to joining you on that journey.

Please feel free to share your Step I answers on this blog.



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