I developed the phone sales cold calling technique, the 100 calls method. It changed my career. This method is simple. Wherever you are in your sales career, at whatever stage, you simply make a resolution to go out and make sales calls on 100 prospects as fast as you can. You combine this resolution with a decision not to care at all whether the people end up buying.
As far as you are concerned, you don’t care whether they respond in a positive or negative manner. Your goal is simply to make 100 calls as quickly as you possibly can. If you make ten calls per day, you can accomplish your goal within two weeks. If you make 20 calls a day, you can achieve your goal of 100 calls in one five-day workweek or even dare yourself and make all the 100 calls in a day!!
Getting Better Results And Lead Generation
Now, here’s what happens. When you don’t care whether or not you make a sale, most of your fear disappears. In fact, you begin to see it as a game. How many people can you get through to and talk to, and how fast can you do it? What I’ve found is that the very best lead generation comes when you both care and don’t care.
Of course, you care about getting a positive result from your prospecting efforts. But if simultaneously you don’t care if the person likes you or not, is willing to see you or not, or wants to buy your product or service or not, you maintain a sense of emotional detachment that allows you to remain calm and positive, no matter what anyone says.
Here is the most remarkable discovery. If you make 100 calls as fast as you can with no concern about whether or not people are interested, you will actually start to uncover good potential prospects. You will start to make appointments. You will actually start to make sales. By caring yet not caring, you can break out of any sales slump and step on the accelerator of your sales career.
This one simple method will supercharge your sales, unlock your energy, and give you a “fast start” on sales success for the year or for the quarter. Try it yourself and see.
Author – Brain Tracy