Struggling to makes those cold calls? The fear of cold calling can really hurt your sales career. To help you become a more confident salesperson, try the “100 calls method” which I developed over my long career selling a variety of different products and services.
The method is simple: Simply make a resolution to call 100 prospects as fast as you can. Combine this with the resolution not to care whether or not your prospects end up buying. Decide at the beginning that you don’t care whether they respond in a positive or negative manner. Your goal is simply to make 100 calls as quickly as possible.
If you make ten calls per day, you can accomplish your goal within two weeks. If you make 20 calls per day, you can accomplish it in one five-day workweek.
Now, here’s what will happen when you try this method. When you don’t care whether or not you make a sale, most of your fear disappears. In fact, you begin to see prospecting 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.