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Cold Calling Mean Prospects By Daniel Arenzon "You don't have to keep calling me!" "Stop calling me!" "It's 10 o'clock Monday morning, what nerve!" "I'm going to be hanging up on you!" "What part of no did you not understand?" "Who’s your manager?" Do any of these responses above sound familiar? I bet they do! In fact, it would not surprise me if you are smiling right now because you also have experienced one, two or all of these responses. If you have then you understand that such mean responses come with the territory. I commend you for this because you are indeed a true cold caller! We can laugh now, but when you are in the moment and on the receiving end of these responses it can be very intense. It's really hard not to take these responses personally. And yes, it's hard to stay positive when you hear so much negativity. And yes, such negativity from your sales prospects can turn a great day into a not so great day. So how does Mr. Cold Call deal with mean prospects? First of all, there is no single answer. However, there are ways to deal with it or at least reduce cold call frustration on your end and cold call resistance on their end. Here are four suggestions to keep in mind: 1. PROSPECTS WILL TAKE OUT THEIR PROBLEMS ON YOU! The workplace along with outside pressures such as family and finances cause us a tremendous amount of stress. The sales prospects that you are contacting are not immune to these pressures and you must keep this in mind when you are making cold calls. When you encounter a prospect that is a bit “out of control” for the most part just back off. I would then try contacting them a few weeks later and make mention to the fact that you may have caught them at a bad time. In my experience, I have found this to be a good strategy since most people do not expect you to call back and do admire your persistence. 2. HUMOR HAS A PERMEATING EFFECT TO CHANGE A PROSPECT’S ATTITUDE FROM NEGATIVE TO POSITIVE. Humor also has the power to create and build rapport with your prospects as well! Take a personal risk and add humor when you are on the telephone with your prospect. If your prospect is acting resistant or if they’re stressed out humor can act as a perfect escape for your prospect. One minute they’re having a bad day your light humor can give them a reason to have a FANTASTIC DAY! One line that seems to lighten the mood is when a prospect is about to hang up on you. I then reply, “(FIRST NAME OF PROSPECT), Are you going to hang up on me?” I have found this to lighten the tension of the call. 3. REMEMBER THAT LIFE IS 10% WHAT HAPPENS TO YOU AND 90% OF HOW YOU REACT TO IT. Read this quote from Charles Swindoll, American author, he writes about the importance of your attitude and how you use it to react to life as a whole. “The longer I live, the more I realize the impact of attitude on life. Attitude, to me, is more important than facts. It is more important than the past, than education, than money, than circumstances, than failures, than successes, than what other people think or say or do. It is more important than appearance, giftedness, or skill. It will make or break a company ... a church ... a home. The remarkable thing is we have a choice every day regarding the attitude we will embrace for that day. We cannot change the inevitable. The only thing we can do is play on the one string we have, and that is our attitude ... I am convinced that life is 10% what happens to me, and 90% how I react to it. And so it is with you ... we are in charge of our Attitudes." 4. WHEN YOU HEAR MEAN RESPONSES EXCHANGE YOUR STORIES WITH FELLOW CO-WORKERS. When you experience mean responses from your prospects it’s healthy to get these internal frustrations out of your system. You will find that when you exchange stories with fellow co-workers it can be very self-satisfying and can even be cathartic. If you know that you are not alone in dealing with mean prospects then it makes cold calling less frustrating and easier to manage. Copyright 2006 MR. COLD CALL SEMINARS - All rights reserved. About the Author: Behind The Scenes With Mr. Cold Call Daniel Arenzon, known as Mr. Cold Call, has developed a series of non-traditional cold calling and sales prospecting strategies to effectively reach key business decision makers such as C-Level and Senior-Level Executives. His techniques have been tested and proven as a result of making over 80,000 cold calls working for companies such as CBS MarketWatch, Futures Magazine and Dartnell Publishing. MR. COLD CALL has been quoted and featured in a variety of sales publications including an audio program produced by Selling Power Magazine called, "Accelerate Your Sales." Arenzon has personally spoken at companies such as Brown & Bigelow, Smith Barney, UBS, First Southern Bank, Esslinger-Wooten-Maxwell Realtors, New York Life Insurance, American Express, Pre-Paid Legal Services, New England Financial, A.G. Edwards, Morgan Stanley and Docutek Imaging Solutions. For more information on Mr. Cold Call and to sign up for his free weekly cold calling tips please visit http://www.mrcoldcall.comPre Paid Legal Compensation Plan News
Perdue's last budget relies on sales tax increase - Burlington Times News
 CBS Local | Perdue's last budget relies on sales tax increase Burlington Times News Legislative leaders are open to a compensation plan. provides matching funds for North Carolina election officials to tap into federal money to improve voting operations. sets aside $200 million before the next budget year begins to manage a shortfall ... NC gov's budget continues sales tax fight with GOP |
The Week Ahead: Speaking out, or not, on bank pay - Norman Transcript
 Norman Transcript | The Week Ahead: Speaking out, or not, on bank pay Norman Transcript There are a few issues to be voted with outcomes all but pre-determined. But shareholders have been finding their voice to speak out against management. Citigroup shareholders last month rejected the compensation plan approved by the board of directors ... |
VanceInfo Announces First Quarter 2012 Financial Results - MarketWatch (press release)
VanceInfo Announces First Quarter 2012 Financial Results MarketWatch (press release) The operating cash flow reflected the seasonality and annual bonus pay-out to employees in the first quarter. Investing cash flow in the first quarter of 2012 included a $5.9 million capital expenditure in the construction of our new headquarters. |
Perion First Quarter 2012 Revenues Up 30% - MarketWatch (press release)
Perion First Quarter 2012 Revenues Up 30% MarketWatch (press release) These non-GAAP measures are among the primary factors management uses in planning for and forecasting future periods. Business combination accounting rules requires us to recognize a legal performance obligation related to a revenue arrangement of an ... |
Radiation Therapy Services Reports First Quarter 2012 Financial Results - MarketWatch (press release)
Radiation Therapy Services Reports First Quarter 2012 Financial Results MarketWatch (press release) Net proceeds from the sale of the Notes were used to repay Radiation Therapy's existing senior secured revolving credit facility and the Term Loan B portion of its senior secured credit facilities, to pay fees and expenses related to the notes offering ... |
Consolidated Communications Reports First Quarter 2012 Results - MarketWatch (press release)
Consolidated Communications Reports First Quarter 2012 Results MarketWatch (press release) Also, during the quarter, we reduced our debt by $2.2 million through our first quarterly amortization payment and contributed $1.9 million to the pension plan," said Steve Childers, Chief Financial Officer. For the quarter, cash available to pay ... |
Douglas Dynamics Announces First Quarter 2012 Results - MarketWatch (press release)
Douglas Dynamics Announces First Quarter 2012 Results MarketWatch (press release) We are confident in our financial strength and believe that our current quarterly dividend is sized appropriately so that we can continue to pay in both high and low snowfall seasons." Inventory was $46.7 million as of March 31, 2012, which is in line ... |