Four cold calling techniques that turn a 'no thanks' into a powerful motivator.

by on February 2, 2010 · 0 Comment POSTED IN: Selling Essentials Info Center

Picture it: You had high hopes going into your last meeting, but it didn’t pan out as planned. Your prospect says, “No, we’re going to pass.” You walk out of their office, feeling low. All that work down the drain. For a moment you think about writing off the rest of the day and just heading back to the office to catch up on paperwork. But it doesn’t have to be that way. What if getting a “no” energized you, got you excited, made you feel empowered? Here are four cold calling techniques you can use to tap into what we call the awesome power of “no”:

  1. Change Your Mental Model of Success in Your Cold Calling Techniques
  2. Most people operate with the following mental model: Success YOU Failure. Do you see yourself in the middle, with success on one end and failure on the other? Most people do, and try everything to move toward success and away from failure. But, what if that model was wrong? What if that model was reconfigured? YOU Failure Success What if, rather than seeing failure as something to be avoided, it became a path to success? “Yes” is the destination; “no” is how you get there.

    That’s how the real world works. You almost never succeed without failing first. And when you do, it’s called “beginner’s luck.” Top performers cold calling techniques do not see success and failure as opposites, but as two sides of the same coin that depend on each other

  3. Intentionally Increase Your Failure Rate
  4. A young man asked Tom Watson, CEO of IBM, how he could be more successful. Watson advised, “Double your failure rate.” He wasn’t trying to be funny. One of the fastest cold calling techniques to increase your success is to intentionally boost the number of times prospects say “no” to you. Of course, that will eventually increase the number of times you hear “yes.” If you never fail, it means you’re never taking risks. And you’ll never get past where you are right now.

  5. Celebrate Failures, Too
  6. It’s natural to be excited, and to reward ourselves for achievement. But, if the key to success is a high failure rate, it makes sense to celebrate setbacks in your cold calling techniques as well, too, instead of mentally punishing yourself. Think of the upsides to “failure.” You can now spend your time on better prospects. And you’ll be better next time. You often learn more from failures than from success. Buy yourself a nice lunch and say, “That ‘no’ put me one step closer to success!” If you did, maybe failure – and the word no – would no longer have such a tight grip on your thoughts and emotions.

  7. ‘No’ Doesn’t Mean Never
  8. Often, “no” really means “not yet.” So persistence is one of the most vital cold calling techniques and it can pay off handsomely. This is provided the prospect is qualified and truly needs what you offer. Knowing when to quit is an important skill. And there’s a fine line between persistence and stalking. But most salespeople think the time to quit has come long before it actually has.

    Based on “Go For No,” by Richard Fenton & Andrea Waltz at

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