The Biggest Cold Calling Mistake—and How to Prevent It from Ever Happening

You are running to the store for one of those quick "pick up a couple of things" trip. But by the time you get in the car, your spouse has added 12 more things. What initially was a "no list needed trip" has turned into one that requires you write it all down.

Instead you go over the list in your mind like you are cramming for a final exam in school, and you confidently remind yourself, "Nah, I'll remember."

Let me guess what is said when you return and unpack your bags:

"Dang! I forgot the cereal! I knew I forgot something, but I just couldn't remember what!"

On the flip side, when I invest the time to write down exactly what I want to get, and I have that list with me in the store I give myself a great chance to accomplish exactly what I am setting out to get.

Every time you pick up the phone to make a call is the same opportunity as going to the store. Are you going to "wing it" without a list, even though you know your odds of getting everything you want are slim? Or will you put the correct value on every call you make and be intentional and strategic in executing your sales game plan?