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.



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Jury consultant Jo-Ellan Dimitrius (Reading People) has a “personal hardness scale” to help make quick judgments about people. She asks if you’ve ever walked away from meeting someone thinking “What a jerk!” or “What a nice guy.” She said at one end of her scale, it’s “cold” and the other end is “hot”.

Cold people are uncaring, critical, intolerant, unforgiving, harsh, punitive, and self-centered. They’re analytical, scan the facts and make quick decisions. Their motto is “What’s in it for me?”

The hot people are compassionate, generous, fair, sincere, affectionate, gentle, forgiving, family-oriented, and understand human frailty. They give the benefit of the doubt, are patient, and inquisitive. They don’t want to hurt anyone and want to do the right thing.

Dimitrius said that if she can peg someone quickly on this scale, it tells her how they are likely to think and behave and how to communicate with them.

And that’s before you even open your mouth: Princeton psychologist Alex Todorov found that within 1/10 of a second of seeing your facial features, people have already made a judgment about whether or not they are attracted to you, if they can trust you, how competent you are, or even if they will like you as a person.

Yes, There Is a Free Lunch!

The following is an excerpt from Lunch? – 20 Sales Questions I’ve Been Asked Over Lunch. You can get a free PDF copy at www.FootInTheDoor.com to pass on to anyone you like.

One of the biggest complaints by business owners and sales managers is that their people never ask for the order. Having lunch with a couple of business owners in New Brunswick, New Jersey, one complained that there had to be some easy way to get his people to ask for the order.

There is. I gave him a 3 x 5 card and told him it was his. Make copies and give it to his salespeople and tell them to give it to the prospect just before getting up to leave the customers’ office. Then let me know if their sales didn’t increase.

He reported that not only did his people close more deals, but they had more fun doing it, and the customers always got a laugh out of it. It added to their expense accounts, but he said the new sales and new business was worth every penny.

What did the card say?

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.

Beware the Silent Buyer

The following excerpt is from Cast in Stone – 45 sales fundamentals that should never be tampered with:

Following up on a salesperson’s presentation (she lost the sale) I asked the prospect why he didn’t buy. Was it price? Competition? Were his needs not filled?

No, no, and no.

He said the salesperson was the problem. She talked too much and every time he tried to bring up a point, she dismissed it as if it was unimportant and continued on with her presentation. He said that he finally just kept his mouth shut, didn’t ask any questions, didn’t offer any comments, and didn’t throw out any objections. He just silently wished she would leave.

When she got back to the office she commented she thought the presentation went well and the customer “didn’t have a single objection.” She was pleased. Until she found out a week later she lost the deal.

Silence may be golden, but it doesn’t mean they’re buying.

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