Overcoming Cold Call Resistance

The more you think of yourself as the connection between a product or service that is available and someone who needs it, the more effective a sales professional you’ll be. This shift in perspective can have an enormous impact on your performance across the board.

A attendee at one of our Selling Energy Boot Camps recommended a book called, “The Psychology of Sales Call Reluctance” by George W. Dudley and Shannon L. Goodson. It’s quite a thick tome… My first reaction upon seeing the book was that someone could delay making cold calls for a very long time if he or she elected to read it cover-to-cover rather than just picking up the phone!