3 Lessons in 1 Cold Call
Audiences and sales training workshops always seem to enjoy the adventure I share about my first day in sales. Preparing for my transition into a sales role, I heard one recommendation over and over again. “Greg, you need to prospect, a lot!” Being an overachiever, I thought I would spend my very first day in sales making prospect calls. FYI, that’s a terrible idea, but not one of the three lessons.
And I didn’t just prospect locally. I drove two hours away to make this cold call. I drove past dozens of prospects just to go see this one. FYI, that’s another terrible idea. That is sometimes referred to as, “Driving past dollars to pick up nickels”
Anyway, I got on my first prospect call, which was a cold call. No appointment. No internet search as it didn’t exist. No pre-call planning or internal company research. I just drove into town and walked into the dealership in a traditional cold call scenario.
As I entered the dealership, I was ushered over to the manager (Wally). He sat behind his desk, completely ignoring me as I walked up…….
Listen in to hear how my very first cold call went on my very first day in sales!