Sales pros frequently ask, "What's the #1 change I need to make, as I prospect by phone instead of face-to-face?"
Here's the emotional truth behind this seemingly innocent question ...
Most sales pros confess they'd rather have their toenails pulled out with pliers than cold call prospects by phone. Took me a couple of years to figure out for myself why my stomach knotted up into a queasy ball every time I glanced at that gray lump of plastic on my desk and thought about dialing-for-dollars.
How do you make sense of it? You're bigger than the phone, smarter than the phone. So, how can a talented sales professional be totally paralyzed by the thought of using the darned thing to prospect?
Here's what I finally figured out... (click here for the whole article)
http://snipurl.com/1xxx9
PS. Check your Inbox first thing on Thursday January 31 for a very special offer!
Link to original post
Here's the emotional truth behind this seemingly innocent question ...
Most sales pros confess they'd rather have their toenails pulled out with pliers than cold call prospects by phone. Took me a couple of years to figure out for myself why my stomach knotted up into a queasy ball every time I glanced at that gray lump of plastic on my desk and thought about dialing-for-dollars.
How do you make sense of it? You're bigger than the phone, smarter than the phone. So, how can a talented sales professional be totally paralyzed by the thought of using the darned thing to prospect?
Here's what I finally figured out... (click here for the whole article)
http://snipurl.com/1xxx9
PS. Check your Inbox first thing on Thursday January 31 for a very special offer!
Link to original post