The Cold Calling Conspiracy

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 cold calls on your time and at your expense. They say that cold calls equal appointments equal sales, but that's not true anymore. All sales managers are guilty of teaching it, believing it, and using it. "Increase your activity and increase your income" are the mantra. We're told to do the sales math to "motivate" ourselves. Have you heard this one? "If you make five hundred dollars commission per sale and it takes five appointments to get the sale and twenty calls to get an appointment, then each cold 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, companies would pay us the five dollars per call! They don't because that equation never works in the real world... for anyone. The simple fact is that we are only paid for completed sales, not for attempts. Directing salespeople to make more calls and increase activity is a weak excuse for a sales manager or trainer to justify his or her job. Cold calling is an expensive waste of your time. The reason companies have you 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 most salespeople's time is spent looking for someone to sell to.

The bottom line is that we, as salespeople, cannot afford to continue fooling away our time on low-percentage activities like cold calling. It's a way for companies to save money at your expense. We must focus our attention on activities that get real results in this new Information Age economy, and the effectiveness of cold calling fell 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 selling environment and the "secret" of all those top producers who obviously don't cold call and won't tell you what it is they're doing to make those huge numbers every month. 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 Calling Conspiracy - learn to market yourself successfully and join the elite club of top producers. I did it and you can too.

Frank Rumbauskas is the author of Cold Calling Is A Waste Of Time: Sales Success In The Information Age. He is the founder of FJR Advisors, LLC, which publishes training materials that educate salespeople on how to generate business without cold calling. For more information, please visit http://www.nevercoldcall.com

In The News:


Proven Two Minutes Magic Exercise to Conquer the Fear of Phone

I got a confession to make! The little communication device... Read More

This is a Sales Call: How to Begin Prospecting Calls with Integrity

"Hello. I'm looking for Sharon Morgen?" "Sharon DREW Morgen." "What?... Read More

Overcoming Objections Over the Telephone

In sales, one of the things you will be doing... Read More

Telsales Just Got Easier!

Your sales structure for outbound calls can be summarised using... Read More

Choosing a Phone Dialer that Works

If you own or operate an outbound call center, you've... Read More

Control Your Sales Calls From The Start

Sales calls that you control are what all salespeople want.... Read More

Feel the Fear

It sometimes surprises people when I tell them I get... Read More

Cold Calling Does Not Generate Sales Leads

It is a fact of life for most new sales... Read More

Predictive Dialers - Human Interaction Maximized

Predictive dialers are many steps removed from their predessors, the... Read More

How To Know Youre On A Winner

The catchword today for business is flexibility.With changes in suppliers,... Read More

10 Tips for Telephone Success

The telephone is an often under-appreciated and much maligned piece... Read More

Closing That Big Sale With Conference Calling

So you're in business. Whether it is micro, small, medium,... Read More

Stop Selling and Make More Sales

A few months ago I spent time training some telephone... Read More

Cold Calling for Introverts

In her book, The Introvert Advantage, Marty Olsen Laney talks... Read More

How To Be A Cold Calling Superstar!

Our emotions and feelings are changing all of the time... Read More

Generating Leads Through Telemarketing

Telemarketing is one of the most common ways that a... Read More

Telemarketing Tips for Direct Sales Success

Unfortunately, the DNC legislation has many small businesses that use... Read More

4 1/2 Steps for Doubling Your B2B Appointments

Cold calling. Most people hate to do it and there... Read More

3 Simple Rules For Your Next Sales Call

The other day I received a call from a telemarketer... Read More

Sales Call Success - Turbo Charge Your Sales Calls

Do you want to be a sales champion? There are... Read More

Phone Tips To Get Things Done: Professional Phone Skills

It happens all the time, you hear someone over the... Read More

The Dos and Donts of Cold Calling

Having your fingernails removed!Many salespeople would rather have their fingernails... Read More

The Cold Calling Conspiracy

A consipiracy exists in the world of selling. A cold... Read More

7 Ways to Jump Start Your Cold Calls

Cold calling has to be one of the most feared... Read More

7 Cold Calling Secrets Even The Sales Gurus Dont Know

More and more e-mails are arriving in my in-box from... Read More