The Complete Idiot's Guide to Cold Calling: Expert Advice for Overcoming Fear, Building Confidence, and Finding Your Sales V

by Keith Rosen MCC

I then suggested to him, instead of being hooked on the expectation of having to generate the result he was seeking during every cold call, what if it was only a possibility that he would generate the desired result? I saw the confusion in his face. I then shared with John the distinction between a possibility and an expectation.