Confident at Cold Calling? A Reality Check on Postive Thinking
Before you make a cold call, do you “gear up” first? Do you get excited about your product or service, and try to anticipate making the sale?
Well, if youre following the old traditional cold calling mindset, thats probably what youve been trained to do. But what you dont know is that enthusiasm and confidence usually backfire on you.
Why? Because youre talking with someone who doesnt know you. Think about how youd feel if someone you dont know approaches you with a lot of zest and enthusiasm.
Youll probably take a step back. Youre a little suspicious and somewhat on the defensive in the face of all that enthusiasm.
Its the same when you make cold calls. People dont like the feeling of being pressured, and thats usually what gets triggered when you approach someone with too much confidence. Its called “positive thinking” in the old sales training strategies, but really, its overconfidence.
Here are two things for you to consider the next time you start to dial the phone:
1. Artificial sales enthusiasm is artificial
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