Confident Cold Calling? A Reality Check on Positive Thinking

Posted by trust

June 13, 2008

Before you make a cold call, do you gear up first? Do you get excited about your product or service, and try to anticipate making the sale? Well, if youre following the old traditional cold calling mindset, thats probably what youve been trained to do. But what you dont know is that enthusiasm and confidence usually backfire on you.

Why? Because you’re talking with someone who doesn’t know you. Think about how you’d feel if someone you don’t know approaches you with a lot of zest and enthusiasm. You’ll probably take a step back. You’re a little suspicious and somewhat on the defensive in the face of all that enthusiasm.

It’s the same when you make cold calls. People don’t like the feeling of being pressured, and that’s usually what gets triggered when you approach someone with too much confidence. It’s called “positive thinking” in the old sales training strategies, but really, it’s overconfidence.

Here are two things for you to consider the next time you start to dial the phone:

1. Artificial sales enthusiasm is – artificial

More: continued here - Posted By : Ari Galper

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