Ralf Weiser's Blog – Shake Up Your Snow Globe! ©

Stop doing, shake your globe, ponder, enjoy, start being – live on purpose and do it with a smile!

The biggest mistake sales people make

The biggest mistake sales people make cup

Don’t miss the link at the end of the post – it’s a game changer.

The vast majority of sales folks still think that “cold” calls on new prospects is a necessary evil – it just comes with the territory of being a professional sales person. Wrong! That is absolutely incorrect unless you are part of a meat grinder called “call center” where your job consists of pestering unsuspecting professionals at work, or families at home during dinner. There is no such thing as a cold call unless you want to go in cold.

If you read or follow Jeffrey Gitomer you probably know about his philosophy of you creating so much value to existing customers in a way that you earn referrals and recommendations. To him there should not be anything like a cold call perios. He abhors this concept altogether and often asserts that that practice is only for mediocre sales folks. How does one get enough prospects and then customers in the first place though?

This is where I believe the answer lies in calling prospects in a qualified manner such that you no longer go in stone cold. Preparation is everything:

  • Value preposition: Know what it is and how your prospects may benefit from it. Prior to taking off on any call do your homework. Do not go on ANY call, if you cannot figure out how you and your products/ services can be used and thus provide a significant value to your prospect.
  • Timing: Some customers have a better time to call on them than others. Take entrepreneurs for instance. Better time for most is after hours. They work hard and typically do their best work when they are alone and without interruptions. Calling them during the middle of the work day may not be the smartest thing to do.
  • Existing customers: When you go to existing customers speak with especially the front desk folks and any other “gate keepers”. Be genuine in treating them nicely when you try to get information about the people who work there and if and how you may be able to provide value to them. They will ultimately lead to other people and businesses. The next call will not be cold!
  • New prospects: Turn any call – even the ones that at first were not successful in securing an order – into a future asset for you. You are doing business with people and not businesses. That means every person you meet has the potential for you getting to know other people and perhaps even the prospects competitors you should be speaking with. Referrals and recommendations are fairly easy to get once you learn how to treat everyone with the same importance. It’s your mindset that makes the difference.

Why am I writing about this? I am so fascinated how many ice cold cold calls I receive. No preparation on the caller’s part – none. My least favorite are folks who call to ask me what it is I and our company does. Say what? Unless you are a friend or a customer I should not have to tell you that at this time and age anymore. The Internet is so jam packed with information about companies and people that this should not be an issue anymore.

Be proud being a sales person and turn ANY call into something that provides value and you will never have to worry about making quota. Do you want to read up on this? Check out Chuck Piola’s “Going in Cold – How to Turn in Strangers Into Clients and Getting Rich Doing it


Name 10 people you admire take and forward this challenge

Name 10 People you admire. They may be living people or figures from history. List the name of each person and what they are/ were known for. Pass this challenge on to a friend!


Here’s my list:

  • Martin Luther – German cleric, leader of the Reformation
  • Mahatma Gandhi – Indian social activist instrumental in India’s becoming independent from Britain; “Be the change you want to see in the world.”
  • George Washington – American revolutionary war Commander in Chief and first President of the United States of America
  • Abraham Lincoln – Civil War era President of the United States of America
  • Helmut Kohl – Former German Chancellor, he held the key to Germany’s reunification and unified Europe
  • Martin Luther King, Jr. – American cleric, civil rights leader, social activist.
  • Peter Strople – The most connected man in America with a heart of Gold.
  • John O’Leary – The most inspiring man in America
  • Herbert Grönemeyer - German song writer and actor “Das Boot”
  • Muhammad Ali – American Boxer, sometimes down but never out

This is more difficult than you would think at first. Once I got started I could think of more and more people whom I all genuinely admire.

I challenge Tom Hill, Tom Jenkins, and Brett Blair to create their own lists and challenge three others!

Happy pondering and challenging!


Where can you find the difference between easy and hard?

Where can you find the difference between easy and hard? Ralf a

Most people look for that difference in the problem. Really successful people look for it in their heads.

Just a short while ago my daughter asserted her displeasure about adult life. “Papa, you go to school, then you go to college, then you get a job, you work, and then you die.” Wow! Where in the world did this come from? Then an opportunity came up for her to work over the summer as an administrative assistant. She was really not all that enthused about the prospect of working for a fair wage because of her preconceived notion. Finally her first day came and went by and she was delighted about the prospect of work. In fact she was grinning from ear to ear. She was very upbeat and proud about all the documents she scanned, computers and work station as well as communication cables that she helped set up or clean. She outright enjoyed working for and with people too. What a difference, huh?

Where did the difference between easy and hard reside here? In her head and only in her head. Friends, here is where you can make a huge difference for yourself: Make sure to take a deep breath and really think about any problem and ponder how tough it really is. It is almost always first and foremost an issue that your brain wants to make out of it.


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