Cold Calling

Cold Calling: Uh Oh Scary News
By Leslie Buterin
www.ColdCallingExecutives.com

F.E.A.R. of cold calling is an area that receives and deserves a lot of attention. It’s not uncommon for sales pros to be paralyzed by this and other seemingly negative emotions.
To break the paralysis of fear and to help sales pros laugh in the face of it we use acrostics for the word “F.E.A.R.” like “Forget Everything And Run” or “False Evidence Appearing Real.”

For the many, many sales professionals who are immobilized by fear – they dread feeling this emotion and see it as a looming, daunting emotional and physical brick wall that takes on a larger than life presence with each and every cold call.

Successful cold callers also experience occasional bouts of fear, however; they:

1. Have no fear of fear itself
2. Are prepared for this emotion
3. Have an internal dialogue that serves to minimize its paralyzing effects.

Knowing that learning and success await them on the other side of fear, these sales pros are motivated to move on through this emotion. This “knowing” mindset moves them into action and action in turn dissipates fear. Their thoughts remind them of the exhilarating truth that every second of success brings with it hours of fearlessness.

How do they achieve this “No Fear” zone? Successful cold callers:

1. Leverage fear and move into action as quickly as possible
2. Give their emotions place and position; recognizing them as the important tools they are for shining a light on the path to success.
3. Mentally “thank fear” for raising its head and reminding them to regain self-control by asking ore questions; relaxing, even using humor to have fun.

These sellers realize on a conscious even subconscious level that when they feel gratitude, thankfulness, and unconditional appreciation they are physically, mentally, and emotionally, unable to feel resistance.

Furthermore scientific studies of the body and the impact of the feelings we feel, reveal that oxygenation and heart function are better when these emotions prevail. Plain and simple, these thoughts and emotions allow us to feel and function better throughout cold calls.

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Forward this article to friends. They will thank you for it!

For your mini-course “Jealously Guarded Secrets to Cold Calling Company Presidents” visit www.ColdCallingExecutives.com or call New Business Development Coach, Leslie Buterin (like butterin’ bread) at (816) 554-3674 9-3 CST (that’s Kansas City/Chicago Time)

(c) 2008 Leslie Buterin. All Rights Reserved.

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