12 months How cold-call selling can be made hot Manilatimes |Biz
REY ELBOWHEN you’re selling something and think you’ve already saturated the market composed of your friends and the friends of your friends, and nothing happened, then what would you do? If you’re doggedly determined, you’ll go for cold calling. The trouble is that “cold calling is one of the most difficult parts of selling,” according to Jeffrey Gitomer, a self-proclaimed “king of sales” who wrote 13 “best-selling” books including The Sales Bible (2003). Cold calling is difficult because “it has a bad reputation. Most people find cold calls intrusive and obnoxious,” says marketing expert Charlie Cook. It is challenging ... more