Cold Calling Is Not A Selling Activity
By Joe Diliberto, Sandler Training, Oakland, CA
Ask salespeople to list their least favorite selling activities, and you can count on "prospecting" being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.
Why?
Because prospects have an unending list of excuses for dismissing salespeople before the prospecting call conversation actually gets started.