Mistake #5 – Winging it on each call

Last week we talked about not internalizing our message so that we sound like we’re reading it. The other alternative is just to wing it on each call so that our message is different each time.

The problem with doing it that way is that if we deliver a different message each time, we can’t predict and control the responses we’ll get. That makes the task of handling those negative Conditioned Responses even more difficult.

 Remember, if we deliver the same message each time, we’ll get the same few Conditioned Responses each time. And if we get the same Conditioned Responses each time, it reduces the number of Counters we’ve got to learn.

Don’t fall into the trap of thinking that winging it is the easy way out. It’s not. It’s one of the reasons that make Cold Calling feel so difficult.