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Article Title:
Cold Calling - Top 5 Reasons to Avoid It

Article Description:
Cold calling, once the only method of sales prospecting, no 
longer works in today's world.  Here are the top five reasons 
to avoid it:

Additional Article Information:
322 Words; formatted to 65 Characters per Line
Distribution Date and Time: Wed Apr 19 05:23:02 EDT 2006

Written By:     Frank Rumbauskas
Copyright:      2006
Contact Email:  mailto:[EMAIL PROTECTED]

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Cold Calling - Top 5 Reasons to Avoid It
Copyright © 2006 Frank Rumbauskas
FJR Advisors LLC

Cold calling, once the only method of sales prospecting, no 
longer works in today's world.  Here are the top five reasons 
to avoid it:

1. Cold calling makes you look desperate.

We all know that people want to do business with those who 
are successful; however, cold calling makes you look totally 
unsuccessful!  Prospects think if you're cold calling, you must 
have nothing else going on, and they should avoid doing business 
with you.

2. Cold calling makes timing work against you.

How can you know if someone is ready to buy when you call them at 
random?  You don't!  If you get leads from cold calling, there's 
a good chance they're looking to buy next year, not now.  And 
most people you call at random will never buy, ever.

3. Cold calling limits your sales production by time.

Leverage is very important, and is missing from cold calling.  In 
other words, you can make only one call at a time or knock on one 
door at a time.  There is no leveraged system working on your 
behalf, and as a result, even if you get leads from cold calling, 
there are only so many hours in the day to do it.

4. Cold calling is the leading cause of salesperson turnover and 
lack of morale.

Endless surveys show that the requirement to make cold calls is 
the number one reason why sales people quit, and the lack of cold 
calling is the number one reason why salespeople stay.  Cold 
calling is very demoralizing and has a very negative impact on 
sales performance.

5. Cold calling fails to get qualified leads and generates 
unqualified leads.

Managers tend to measure the results of cold calling by the 
number of appointments set; however, appointments gained through 
cold calling have the lowest close rate of all.  People who 
respond to cold calls generally aren't the busy, successful 
people we want and need to meet with.

Frank J. Rumbauskas Jr. is the author of Cold Calling 
Is A Waste Of Time: Sales Success In The Information 
Age and Never Cold Call Again: Achieve Sales Greatness 
Without Cold Calling.  For more information please 



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