Making Cold Calls is like Playing Third Base
A third baseman could stand ready during an entire game and never have a ball hit his way. But every time the pitcher throws a pitch to home, the third baseman gets in his ready stance in case the ball gets hit his way.
Just like making cold calls, you dial the phone all day and sometimes no one picks up.
But, you have to be ready in case they do. This means changing your physical and mental approach. If you aren’t prepared, your call will fail. If the third baseman isn't prepared for the ball to come his way, he might have a delayed reaction, he might miss the ball, he might cause an error, or he might let a run score!
So the next time you make cold calls, try being ready for your prospect to pick up, instead of expecting the usual ringing and voicemail messaged. Change your posture and state of mind, and expect that your prospect will pick up every time you dial.
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