Maintain your old Siemens Hipath system

Why Cold Calling Is Dead

Our world of selling is closed off from other areas of business that continue to adopt and embrace new, efficient ideas. I was reminded of this recently while re- reading Seth Godin's "Permission Marketing." Here's a book that was intended for business owners and marketing executives, yet it provides a much-needed dose of common sense that would be of great benefit to sales organizations, especially sales managers, who continue to cling to very old, and, in their minds, very right, ideas. Unfortunately, our brave new world has made these old ideas very wrong.

Seth Godin talks about Interruption Marketing versus Permission Marketing. Interruption Marketing is traditional advertising that interrupts your day in an attempt to get your attention and sell you something. In other words, it is the marketing equivalent of Cold Calling. Permission Marketing is systematically getting prospects to give you permission to present to them. In other words, it is marketing's equivalent of what I teach salespeople to do. In the book, Seth uses the metaphor of someone trying to get married to describe the flaw in Interruption Marketing, or Cold Calling. The bachelor goes into a singles bar and asks every woman in the place to marry him. When they all say no, he blames his clothes, buys a new suit, and tries again at another bar, only to fail again and again, just like a cold caller.

Are you getting the point he tries to make in that story? Think about it. A salesperson spends weeks cold calling with dismal results. The salesperson goes to the sales manager for advice on what to do differently to start getting results. A conversation ensues about what the salesperson is doing. A lot of old ideas begin to surface. Ideas such as "Initial Benefit Statement," "Elevator Speech," and other concepts that once upon a time were the right answers, but have since become very wrong answers. Working on these things is the equivalent of the man in the story blaming his failure on the suit, changing into a new suit, then going to a different singles bar to do it all over again.

With the business world in its present state, I really don't see how salespeople can afford to keep fooling away their time on old ideas that were once right but are now fatally wrong. It is this very feature of capitalism that is causing salespeople, managers and organizations to fail in record numbers. Capitalism is essentially "creative destruction." In other words, capitalism is a perpetual cycle of destroying old, less-efficient businesses and ideas and replacing them with new, more efficient ones. People and companies are clinging to old, obsolete ideas and are being dragged down to failure by them. Yet they still won't let go. I think the reason they can't let go is simply because it wasn't all that long ago that they really did have the right answers. It reminds me of a story I once heard about Albert Einstein when he was a professor. One of his student assistants who was preparing for an incoming class said, "Professor Einstein, what test are we giving them?" To which Einstein replied, "The same test we gave them last week." Bewildered, the student assistant replied, "But Professor Einstein, we already gave that test." Einstein simply said, "Yes, but the answers are different this week."

The bottom line is that the answers are different. The rules have changed. Time is running out for those who do not adapt to the new rules. As Napoleon Hill put it so well, "Whenever a nation, a business institution, or an individual ceases to change and settles into a rut of routine habits, some mysterious power enters and smashes the setup, breaks up the old habits, and lays the foundation for new and better habits."

If you're not achieving the sales success you desire, perhaps it is time for you to lay the foundation for new and better habits.

Frank Rumbauskas is the author of Cold Calling Is A Waste Of Time: Sales Success In The Information Age. He is the founder of FJR Advisors, LLC, which publishes training materials that educate salespeople on how to generate business without cold calling. For more information, please visit http://www.nevercoldcall.com

In The News:

Canary Islands volcano eruption could last for three months, experts say
Wed, 22 Sep 2021 09:36:00 +0100
A volcanic eruption in Spain's Canary Islands could last three months, experts have said.

How bad is the damage in La Palma - and why is lava meeting the ocean so dangerous?
Wed, 22 Sep 2021 06:50:00 +0100
Authorities have warned people on the island of La Palma of fresh dangers after a new volcanic vent blew open and rivers of unstoppable lava flowed towards more densely populated areas and the sea.

Mystery woman found in Croatia with memory loss identified by police
Wed, 22 Sep 2021 16:36:00 +0100
A woman found with memory loss in a remote area of Croatia has now been identified by police.

US to donate 500m extra vaccine shots - as Biden tells rich nations to share 'with no strings attached'
Wed, 22 Sep 2021 17:57:00 +0100
The US is buying a further 500 million COVID-19 vaccine doses to donate to other countries, bringing its total commitment to over a billion jabs, President Joe Biden has announced.

Throw away your Chinese phones, Lithuanian defence ministry tells citizens after software discovery
Wed, 22 Sep 2021 11:10:00 +0100
The Lithuanian Ministry of Defence has urged people to stop buying Chinese phones and throw away the ones they already possess after discovering censorship software.



tikatoshop.it

Erfahrungen mit Pallhuber Wein
Agen Bola SBOBET Terpercaya

Travel in comfort and at your leisure with CT Airlink Limousine & Car Service for top quality private transportation and exceptional customer service. We operate Sedans, SUVs & Vans for CT Car Services to covering all Connecticut airports including Car Service from CT to Newark Airport , Mohegan Casino Uncasville CT, Foxwoods Casino Mashantucket CT, Manhattan Cruise Terminal NYC, Brooklyn Cruise Terminal NYC and Bayonne Cruise Terminal NJ. CT Airlink hire licensed and friendly chauffeurs who have in-depth knowledge of the Areas.

Refining Your Telephone Prospecting Techniques To Be A Master Closer!

Let me create a picture for you. This is the... Read More

How to Blow Rapport Really Fast

Do you have 5, 10, or 20 years of sales... Read More

The Wall of Defensiveness: 7 Ways to Tear It Down

Have you ever gotten frustrated when you realize that your... Read More

If I Wanted To Sell For A Living, I Would Of Majored In It In College

By a show of hands, how many of you grew... Read More

Impotent Questions - How Much Are They Costing You?

Last issue we talked about what motivates people to buy... Read More

Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!

We all learned in Sales 101 we must follow up... Read More

Why Are We All So Afraid?

What can strike terror into the heart of even the... Read More

Lock, Stock, and Barrel!

The other night I was watching a classic western from... Read More

Now Is A Great Time To Sell!

Its official. The news just came out. Yes, we are... Read More

Sales 101: Handling The Angry Customer

I am often reminded of the following true story whenever... Read More

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More

How To Seal The Deal In Seven Seconds

Can you close a sale in just seven seconds? If... Read More

Selling More CDs at Gigs, Case Study: The Rogues

A few weekends back, the Brobdingnagian Bards performed at the... Read More

How A Simple Greeting Or Post Card Can Turn Into Cash ? Guaranteed

I've been using a technique that has helped me to... Read More

Forgive All Ebay Sins!

Over the years, I have been amazed at... Read More

Solution-Sell is a Myth!

Who among us is not already up to here with... Read More

Dont Let Rattlesnakes Scare You

Recently I was out trail running along the South Fork... Read More

Selling with Purpose

Selling With Purpose What is it about selling that makes... Read More

Warming Up To Cold Calls

Will you do just about anything, including sending out hundreds... Read More

How To Make An Extra $100,000.00 Each Year

HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING... Read More

Why I Hate (Most) Benefit Statements

Benefits are what motivate people to purchase from you, right?... Read More

Aikido and The Art of Cold Calling

Imagine being in a crowded concert or bar. All of... Read More

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black... Read More

The Email Blow-Off

This week's article is my response to a question by... Read More

Mortgage Leads, Choosing the Best Option

When it comes to buying mortgage leads, there are many... Read More