s. These calls are unscheduled, intrusive and sometimes can be a general pain in the South Forty.

At other times, however, prospects do respond well to cold calls. They

Telephone canvassing, or cold calling, is the practice of sitting down with a long list of potential prospects you've never met and telephoning them, one at a time, to learn which of them needs what you sell and then arranging to sell it to them.

Believe me, nobody likes telephone cold calling. Salesmen don't like it because they perceive that cold calls are to unfriendly, unkind strangers who would rather see you in a California kickboxing ring, going one-on-one with Governor Arnold, than see you in their offices. It's true. They are. They would.

Prospects don't always appreciate cold calls, because they are from people they don't know, asking questions they don't want to discuss. These calls are unscheduled, intrusive and sometimes can be a general pain in the South Forty.

At other times, however, prospects do respond well to cold calls. They o

hich of them needs what you sell and then arranging to sell it to them.

Believe me, nobody likes telephone cold calling. Salesmen don't like it because they perceive that cold calls are to unfriendly, unkind strangers who would rather see you in a California kickboxing ring, going one-on-one with Governor Arnold, than see you in their offices. It's true. They are. They would.

Prospects don't always appreciate cold calls, because they are from people they don't know, asking questions they don't want to discuss. These calls are unscheduled, intrusive and sometimes can be a general pain in the South Forty.

At other times, however, prospects do respond well to cold calls. They

t cold calls are to unfriendly, unkind strangers who would rather see you in a California kickboxing ring, going one-on-one with Governor Arnold, than see you in their offices. It's true. They are. They would.

Prospects don't always appreciate cold calls, because they are from people they don't know, asking questions they don't want to discuss. These calls are unscheduled, intrusive and sometimes can be a general pain in the South Forty.

At other times, however, prospects do respond well to cold calls. They

. It's true. They are. They would.

Prospects don't always appreciate cold calls, because they are from people they don't know, asking questions they don't want to discuss. These calls are unscheduled, intrusive and sometimes can be a general pain in the South Forty.

At other times, however, prospects do respond well to cold calls. They

s. These calls are unscheduled, intrusive and sometimes can be a general pain in the South Forty.

At other times, however, prospects do respond well to cold calls. They open up freely and give us the chance to sell them what they need.

So, here's the dilemma: If we don't like doing it, and prospects don’t always know when they like it done to them, why is it that we all MUST make cold phone calls part of our selling strategy? There are countless reasons. Here are just a few:

1. It's the fastest way to qualify prospects and maximize valuable selling time.

2. It’s also the fastest way to them know what we do.

3. It's targeted. It's the best way to find the decision-maker.

4. It creates a quick personal relationship with the buyer.

5. It keeps us productive when store traffic is down.

6. It reaches prospects we’ll never