Great examples!

Super stuff Keith! Thanks for your wonderful examples of what not to do. We've all either heard these or done these (in some form) so they hit home. -Kevin Stirtz ...

How To Choose The Right Sales Book ...

Lori gives some great advice. For me, The Slight Edge....Secret to a $uccessful Life by Jeff Olson was recommended to me as a first book to read. I am so very glad I listened. This book builds the foundation of a successful life in your health, your finances, your personal relationships and family life. I could go on forever about this book but I won't. However, you will need a highlighter with this book and a shelf to store it on. It is one you will want to revisit year after year as you grow! Thanks.

typo "transition" and "statements" ...

Nate ...

The Best Voicemail EVER ...

If you want real results- and I hate to give up such a powerful trade secret but leave this message: "Hello (dave) it is (nate) I need you to call me back as soon as you can, I am at 555-555-5555 thanks!" This works and more importantly it teaches you how to transistion from one concept to another- like the elevator pitch for you company. When they call you back don't ramble get right to the point. Your elevator pitch will come in handy here. Use statments like I wanted to get your opinon on this or I had an idea that I wanted to show you. If they are not interested send a professional follow up email and move on. This tactic works and is honestly the single best message you could ever use. I will put this message up against any others out there BAR_NONE! http://www.myconstructionresource.net ...

I think awkward messages are okay ...

I think it's important to leave a very targeted message/cold call into the prospect that is very specific to them and their needs and not too slick/rehearsed. What do you think? -Tracy ...

Great Advice....

Most people rely on someone else's opinion of a book - we tend to buy what our colleagues are reading. Do some of your own research and invest time in what will most help you.

Hope For Our Future Leaders!

Thank You Ed! You rock! Lets keep infusing this message in our workforce and we can create the positive changes needed in most business cultures today. Humanizing the work place one blog at a time! ;-) ...

Life First Then Sales - Change Is The Only Constant ...

It is both a life lesson and a sales lesson. After all, before you can become a great salesperson you need to be a great person.

I'm confused by your comment though. On one hand I'm hearing wanting to stay ahead of the market, but then you say not changing solely for the sake of change? You can't have one without the other. The only constant is change. The blog was more about getting comfortable and embracing change rather than resisting it. Just think of all the people who have a system that doesn't work and are afraid to make any changes? Now, I'm certainly an advocate of developing a sales process that works and sticking to it. However, therein lies the opportunity for continuous improvement. Rather than waiting for the market to change and then you and all of your competition react accordantly, it's more powerful to have a documented process that you continually track and measure it's effectiveness, then make subtle changes over time to compensate for the changes in the market, which, as you know, are ongoing. After all, you don't stop going to the gym just because you reached a point in your health or physical conditioning that you aspired to. You keep going, you keep challenging yourself, you continue to evolve vs. stop going and atrophy. Ultimately, I think we're saying close to the same thing here, just two different ways. Thanks!

Pitching A Prospect During A Day Out: " Turning it "On or "Off." When Is It Appropriate?

Here's my thinking around this. A fun event is just that; it's supposed to be fun. If it's going to be half fun and half work, then it needs to be branded and positioned like that or you run the risk of your prospects and customers thinking they got mixed up in a 'bait and switch.' (Sorry, I couldn't resist using the pun.) Think about the wolf hiding in the bed that Little Red Riding hood stands over, thinking it's her grandma. We're not looking to disguise a fun day as an opportunity to pitch them. There's plenty of opportunities for that. I can tell you this. Just like this client reported, her clients and prospects were walking over to her to talk about business, right after they thanked her for a great day out. I'd rely on the principle of attraction. That is, give tons of value, in a positive, healthy environment, and people will come to you. It also give you a unique opportunity NOT to talk business but connect with them as a person; on a deeper level. The conversation will naturally gravitate towards business, and then you will have the opportunity to either invite them to discuss business with them now, as their casting, or invite them to continue the conversation at a time you both agree upon later that week.

Keep fun, well, fun. Your clients will appreciate it and you will look like the hero. A very, authentic hero at that.
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It's Not Just One Solution - It's A Prospecting System ...

Upset? Nah. Just more frustrated, and concerned; especially for those people who get seduced by the ether of deception.

You want me to list the names of these people, after telling me I just berated them? Wouldn't that be adding salt to a festering wound? Hey, I'm not looking to bash anyone here. And I'm certainly not looking to call out names and make people wrong or look bad. That goes against my integrity and my M.O.

As I mentioned, I want my readers to know there are options out there regarding cold calling that may work for them; options they didn't know existed. Moreover, I want my readers to be able to make the best choices for them, with all the facts available so they make the best decision for their career and selling efforts.

Finally, based on your comment I want to drive home my point again. That being, what these other marketers are saying works! I am not saying their approach doesn't work. I am strongly disagreeing with them when they say cold calling doesn't work. I coach my clients on the strategies they promote all the time. HOWEVER, I am ALSO coaching them on the art of cold calling. Once again, a cumulative prospecting effort vs. 1 magic solution. So, I do agree with you; you are going to generate new prospects via a variety of mediums vs. just one.

C'mon. How can anyone say cold calling doesn't work when there is mounds of evidence that supports otherwise? I do give them credit for a great marketing angle, though ;-)

I love these comments so please keep them coming. Thanks again for creating some meaningful dialogue.

Lets Do The Cold Calling Forum!

Tony, I've been an advocate of this idea for some time now; doing a forum. Interesting how you see this as a plug for my book. I guess if I look at it through your eyes, I can see that. However, I really put it out there more for people to know it's another resource out there to end the pain people experience when cold calling. I agree cold calling isn't fool proof, then again, there is no strategy that is. However, it's more about moving from 20% success rate to an 85% success rate or higher. Is it 100%? No, however I think anyone would be thrilled with these types of improvements. Competition? Funny, I'm of the mindset that I don't have any competition. (I actually wrote an article that the only competition we all have is ourselves.) Just different people with different perspectives, all of which is needed to give people more truth and more choice. Those people who don't want to cold call wouldn't be calling me anyway to learn how, (until they see that 'no' cold calling really = some cold calling ;-) Thanks for the different perspective. Keep 'em coming.
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Kudos to Cold Callers Worldwide!

Much agreed. Cold calling is not the ultimate panacea to your prospecting woes and lead flow challenges but still an essential one, as long as you have the right process and approach. It's a comprehensive effort across several different platforms that builds a high performance prospecting engine. It's not 'either or" but more "And;" incorporating a variety of approaches (referrals, networking, upselling, direct mailing, leveraging existing accounts, etc.) that collectively allow you to achieve your sales goals. And thanks for the additional resource article...

Gavin, better yet, how about: www.itsyourcoldcallingapproachthatdoesntworknotcoldcalling.com or www.saavymarketerswhoexploitsalespeoplesbiggestpain.com :-) ...

It's All About The Mindset ...

Hi Rene!
Thanks for your post! Spoken like a true coach! I couldn't agree more. It all starts with a successful mindset. From there your actions and behavior are a byproduct. After all, the one universal law always applies, "How You Think Determines What You Get." Thanks again!

Is it better to be feared or loved ...

Good post. If your people let your company make dumb decisions, you are not a leader, you are a shepard herding sheep. Sheep are mindless and are there for the paycheck. An effective leader has the rapport with the people under them to be able to understand that criticism is not personal but makes you a better person.

More of a Life Lesson ...

Change and getting used to the uncomfortable results seems like more of a life lesson than a sales "mantra." Trying new things is great, and when we are uncomfortable with something, that can be a good sign, because it reflects our ability to escape the norm. In sales, however, I think it's more about finding what works and sticking to it. Sure, you'd like to be one step ahead of the market, but you don't change soley for the sake of change. You identify how you can improve your tactics and adapt them to a changing market, but sticking with what works until the market demands or allows for your change seems like better advice.

Don't Rock the Boat with Your Sales Pitch?

Treating your potential clients to an activity they enjoy definitley seems like a good sales tool. You make your prospects feel that they're not just trying to sell your product - but, ironically, when they are comfortable, they'll buy your product. On these fun days or at these corporate events, how do you, though, balance your two motivations: enaging your prospect and ultimaelty, selling them something. Are these events, such as your fishing example, strictly a day of fun? If not, how do balance the line between engaging them and presenting your pitch?

Open Forum ...

What we really need here is an open forum between Mr. Rosen and the person/s to whom he is directing his self-described "rant." The industry of sales isn't always cut and dry, and a respectful arguement is needed here. Meanwhile, you're plugging your book to support your ideas, but your competitor would be doing the same. The fact remains, cold calling isn't full-proof, but either is the selling methods of Mr. Rosen's competitors.

Who are these self-proclaimed gurus you speak of?

We can see from this rant that you're upset with the views of some sales pundits, but who are these guys who so defiantly berate? Also, I agree with the other commenter -- a collision of ideas is better than a flat-out acceptance or rejection of any sales method or tool such as cold-calling.

Cold Calling Works ...

Keith You didn't need telling but you are correct! Over the last year alone I have trained in excess of 10,000 sales and business people in the UK alone in the skills, attitudes and approaches of C21 cold calling. I have worked with numerous business from SME to major corporate helping them to massively boost cold calling results. Cold calling may not work if you are unprepared, unmotivated and unskilled but... Planning and preparation + the right mindset + the right skills + the right message = SALES RESULTS. I have bought and read the information from these "experts" too and can say there is some good information in them. There is more than one way to skin a cat and "only cold calling" is as ridiculous as "never cold calling". All sales departments and individuals should have multiple routes to market. Period. But what an easy sell... Most salespeople don't like cold calling so how easy to sell a product where you don't have to cold call anymore - brilliant. On a final note, one of the programmes I bought actually said it was a good idea to get your PA to ring their PA. Now apart from the fact that most salespeople do not have a PA what is this if it is not cold calling? Perhaps it should have been titled www.get-someone-else-to-do-your-cold-calling.com? Why not have a look at this article for more reasons why cold calling does work... http://www.gaviningham.net/blog/2007/06/02/does-cold-calling-work/ ...

Gotta Serve Somebody ...

Thanks for the video Keith. Are we only talking about cold calling? Of course not. When we make a complete mind change to serving versus selling we create a partnership before we ever pick up the phone, send out an email, blog, or newsletter, present a proposal or go to a lunch with a prospect. When we come from a place of service all the risk and resistance is removed. We simply are making friends, building trust and building a network of those who say yes and those who say no. When you approach people "who are not a fit" with a "service oriented mindset" or ?what you can give them?, you will leave them with a favorable impression of your company. Don't be surprised when some want to talk to you more because they don't hear this approach often. The result of the "don't fit" calls should be marketing calls that could result in referrals or quality follow ups next year. When I work with my client sales teams we take the approach of giving and finding value in each contact we make. As Bob Dylan put it, ?Gotta Serve Somebody.? ...