By mistake I just clicked on an ad that features some new cold calling guru.His pitch is ostensibly unique, but it's really as old as quackery, itself.He says:.(1) Don't use a "Large Numbers" technique of making lots of calls; and.(2) Don't use a script.
To me, this is like telling a disease sufferer to avoid all medical help and to rely instead only on hope.Does hope work?.Sometimes.Is medicine better?.
Usually.But this quack will earn business because he's not selling sales training or even success.He's selling LAZINESS, and negative inertia.He's telling people to not change anything. They don't want to work hard by working the numbers, calling loads and loads of folks.
And they don't want regimentation and self-discipline, something that scripting provides.They want to keep doing what they've been doing, yet get better results. (That's one of the definitions of insanity, by the way.).Tell these fools "I love you exactly as you are!" and they'll follow you anywhere.
There was a classic book written by Joe Karbo, a tremendous advertising copywriter and self-promoter: "The Lazy Man's Way To Riches.".Karbo knew how to get the attention of most success seekers.
Tell them what they want to hear, and they'll love you for it.As long as people are this way, there will always be quacks to serve them..Dr.
Gary S. Goodman, President of Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone® and Monitoring, Measuring & Managing Customer Service, and the audio program, "The Law of Large Numbers: How To Make Success Inevitable," published by Nightingale-Conant. He is a frequent guest on radio and television, worldwide. A Ph.
D. from USC's Annenberg School, a Loyola lawyer, and an MBA from the Peter F. Drucker School at Claremont Graduate University, Gary offers programs through UCLA Extension and numerous universities, trade associations, and other organizations from Santa Monica to South Africa. He holds the rank of Shodan, 1st Degree Black Belt in Kenpo Karate. He is headquartered in Glendale, California, and he can be reached at (818) 243-7338 or at: firstname.lastname@example.org.
For information about coaching, consulting, training, books, videos and audios, please go to: http://www.customersatisfaction.com.
By: Dr. Gary S. Goodman