Cold Calling Does Not Generate Sales Leads

It is a fact of life for most new sales people are selling the dream job unlimited earning potential, and expect to earn as much money as it is now enjoying the fruits of prosperity in the future. All seems perfect until they realize that before closing the sale and earning a large commission, you first need to prospect for new customers (read, cold calls). Cold calling is difficult to do. People hate the cold calls, and people hate the receiving end of them as well.

Research is the hardest part of the sales force. There are many ways to go with it, but for some reason, cold call sales managers preach as the only way that young people generate sales leads. As one who has it, I would like that these attitudes are changing.

I recently read one of the best-selling books on cold calling. In this book the author emphasizes perseverance. He uses the 15-3-1 rule. This means you need to Fifteen cold calls to prospects in three meetings. Of these three appointments would be close to a sale. By being persistent and thus Fifteen cold calls a day, this is the translation, an average of one sale a day, five selling your twenty sales a month, etc. In addition, the author explains that he does not mind that the refusal to get when you cold call. The reason is that, because of Fifteen will call a meeting, which means that he will hear a "no" (rejection) fourteen times before you hear the word "yes."

It's simple, and anyone reading this book you can get excited and think that it's easy. It's not easy, and the author's arguments do not hold up in real life sales.

Take a fifteen-day cold-calling rule. Anyone reading this book will think that fifteen cold calls a day is nothing. When 2-3 minutes for a phone call that no more than 45 minutes to allow the required 15 calls. Then the rest of the day is spent in front of sales prospects.

But that does not work that way. If you've ever cold called, you will know that it usually takes at least 10 phone calls to reach a decision. Think about it, the leaders do not sit in offices waiting for your call. They are either on the phone, appointments, vacation, or just do not want to talk to you. So now that you talk to fifteen people, you need to 150 cold calls. This is not a 45-minute work, it can take days.

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