You may not like making cold calls, but if you master the art of cold calling you can take control over your destiny, and write your own ticket! Developing a passion for cold calling takes talent, dedication, and hutzpah, and it doesn't happen overnight. Can you imagine yourself looking forward to picking up the phone each day with the same degree of passion for cold calling like Glenn Garry's, Shelley 'The Machine' Levine. 

In this day and age you simply cannot break down the secretary screen. When doing so you sound like an obvious salesman, and secretaries and receptionists will hate you, and make your life miserable. Get More GOLD...

If you were a detective seeking an unknown assailant you’d go about questioning witnesses, and gathering up all the important evidence in an effort to build a composite profile description of the individual you are looking to apprehend. The same goes for sales prospecting and filling your sales pipeline.  Get More GOLD...

Several years ago I used to frequent a place called Supreme Macaroni – Guidos Restaurant in New York City. Aside from the great food they served there, I really liked the many photos of well known celebrities that adorned the wall. One time, instead of settling for an autographed picture on a wall, I got to meet the real thing when I ran into Alec Baldwin. What an encounter it was.  Get More GOLD...

Whenever I run into a prospect that is slow in making their decision to buy my product, I think back to a phone call I made to a sales prospect from a phone booth located on the mezzanine level of the MetLife building in New York City. I’ll never forget it because it was the first time I ever conjured up the confidence to ask my prospect permission to close his file, and walk away if he wasn’t interested in doing business. It was a gutsy move that paid off. I closed the sale! Get More GOLD...

If you’ve been making cold calls to prospects for more than a couple of weeks, then you’ve probably had a prospect, or two give you a hard time on the telephone when you called. You know the type; overly aggressive, instantly dismissive, and so on. I’ve had my fair share of encounters with these sorts of prospects too. Get More GOLD...

As I was cleaning out my office last week I came across an old SIA member directory that I used for cold calling. And as I thumbed through the directory, I came across a familiar sales prospect of mine, Bernard L. Madoff Investment Securities LLC. I might add that I never sold anything to Madoff Investments. Now I know why... Get More GOLD...

Whenever we make cold calls to prospects we want it to have a happy ending. In terms of measuring success with cold calling, most of us feel that the sales calls we make that result in a closed sales appointment are given credit for a job well done, while those that fail to result in a closed sales appointment are designated as failures in some way. This is not necessarily true. The only failed cold call is one that never happened. Get More GOLD...

Today I am snowed in here inside my ‘gold call cave’. There’s a foot of snow on the ground already, and it looks like we’re in for more. What a great day for cold calling!  Of all the sales 'icebreakers' that there are, the weather has to be my number one favorite topic for starting conversations with sales prospects. Get More GOLD...

When prospects answer their phone, never assume that the timing is right for your call. As a matter for fact, you should never assume anything with prospects. Just assume that every prospect you call is busy. That’s why I recommend that you ask prospects for 10-seconds to speak before just barging ahead with your call. First of all, it shows courtesy. It also demonstrates to the prospect your respect for their limited time. Get More GOLD...