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.


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.


Once Upon a Midnight Dreary…

The following is an excerpt from Sales Calls are Auditions – 45 ways to get a callback:

What’s the best way to get customers to pay attention during the presentation?

  1. Tell stories
  2. Give handouts before you start the presentation
  3. Stick strictly with the features, advantages, and benefits package

(1) “In the beginning….” Stories always get people’s interest because they’re forced to pay attention, they’re entertained with the plot, and they’re on the edge of their seats to learn the outcome.

One of the easiest ways to bring a point home is to put it into story form. Tell about one of your other customer’s conflicts and how you rode in on your white horse to save the day with your proposed service or product. People remember stories better than they remember facts and figures. Plus, it’s easier to tell the story to others.

To learn more and to order your book today, visit www.FootInTheDoor.com.