Bait and Hook

Cover Draft 2My grandmother had the legendary reputation in the Austin, Texas, lake country as being one of the best fishermen in the state.

Annie knew how to bait the hook. She had secret bait and hooking methods for the blue catfish, crappie, black bass, and the small mouth bass. Each bait and hooking method was subtly different. Fishermen tried to duplicate her methods to no avail. She could out-fish and out-catch anyone around.

As a 10-year old kid, my grandmother gave me my very first selling lessons. Know what you’re going after. Go where they are. Use the right size hook. Use the right bait. Hook the bait on the hook in a way that attracts the fish. Be patient. Be persistent. Never give up.

Oh, and when a cottonmouth water moccasin swims nearby, bop him on the head with the tip of your pole. You don’t need the competition.

                                                                       

This article is from my ebook Cast in Stone – 45 Sales Fundamentals That Should Never Be Tampered With, available at Amazon, the Apple Store, and Barnes & Noble.

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Warm Calling? Who Do You Think You’re Kidding?

During a break in our Cleveland seminar, an owner told me I should change the name of our seminar from Cold Calling for Cowards® to “How to Make Warm Calls”. He stresses to his salespeople to think of their calls as being warm calls and not cold calls to make the process more fun.

Uh-huh.

Couple of things.

First, the title of the seminar has brought in over 150,000 attendees. Why? The title is emotional. People identify with the feeling.

Second, cold calling isn’t fun. It works. But it isn’t fun. Cold calling sucks and changing the name isn’t going to take the dread out of the process. Just like the rose, cold calling is still cold calling by any other name.

The truth about cold calling? Those who actually do it know what I’m talking about.