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"Are You Smart Enough To Cold Call?" Telemarketing Speaker Asks

Have you ever noticed the ongoing dialectic that asserts these apparent opposites: "Cold calling doesn't work!" and "Cold calling is very effective"?

"Which is it?" you might be wondering, head spinning.

As I've pointed out elsewhere, it's both. But how can that be? Cold calling works for some people, who know how to work the process and steady their minds for it.

It fails for those that don't master its mechanics and that riddle themselves with doubt they'll succeed.

Still, you might be scratching your head. There is a reason for that. You may not be bright enough to consider both possibilities, simultaneously.

As F. Scott Fitzgerald said: "The test of a first-rate intelligence is the ability to hold two opposed ideas in the mind at the same time, and still retain the ability to function."

Most folks shut down when they see a crossroads, a contradiction of any kind. Either-Or is the only apparent choice. Seldom do they consider two simple additions: Neither and Both.

It's somewhat like the joke: Just because you're paranoid doesn't mean they aren't out to get you. You could be BOTH paranoid and pursued.

But let's get back to your brainpower for a moment. If you have made telemarketing, teleselling, prospecting, lead generation, outbound sales, inbound sales, order entry, or customer service your career, you may be a little bit off the grid, intellectually.

Peter F. Drucker, famed management guru and also my professor, was fond of saying you can judge the quality of an industry based on its "brain formation." Are the best minds attracted to it, the high-flyers, or is it a backwater, an estuary of slower and denser ducks?

Look at the cubicle to your left, and now to your right. Gaze back one cube and forward one cube. See any superstars? Are you the exception?

Probably not, so accept that and stop fighting nuances, complications, apparent contradictions. As a practical matter, cold calling is what you make it, no more and no less.

I've seen my clients earn million dollar commissions from deals they started with a single cold call. The potential is limitless, providing you can simply dedicate yourself to the task.

It takes a certain kind of intelligence to appreciate how dumb we are, or at least how dumb we act. Don't try to outsmart cold calling, claiming it doesn't work.

As long as that's your opinion, it won't work for you.

About the Author

Dr. Gary S. Goodman is a top-ranked sales speaker, telemarketing speaker, customer service speaker, and negotiation speaker and a distinguished, sought-after motivational speaker, and attorney. President of Customersatisfaction.com, he is a frequent TV and radio commentator and the best-selling author of 12 books and more than 1,700 articles that appear in 25,000 publications. President of Customersatisfaction.com, Gary conducts seminars and speaks at convention programs around the world. His new Audio program is Nightingale-Conant's "Crystal Clear Communication: How to Explain Anything Clearly in Speech & Writing." His web site is:http://www.customersatisfaction.com, and professional speaking, seminar, and consulting invitations can be addressed to:gary@customersatisfaction.com.

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