Why goals are important in cold-calling programs.
I was swimming laps this morning and faced a dilemma. For some reason I did not have the energy I normally have, so early on in the workout I began to rationalize cutting the workout short. After all, I had worked out every morning this week so far, so why not ‘reward’ myself! …not to mention the fact that working out is not my favorite thing to do each day. (I do however like the results!)
I swam my whole workout plus a little extra and felt even better about myself afterwards than if I had cut it short with my rationalization. Here’s why you should care.
The reason I kept swimming is because I have a measureable goal of 50 laps per workout. I also was able to conjure some of those old coach’s adages like ‘winners never quit’, ‘no pain no gain’. I’m sure you’ve got a few more you could add to the list. But the important message is that I am goal oriented. I kept swimming because I wanted to hit my goal for the day. In cold calling, it works the same way. It is also not one of my favorite things to do, I have a measureable goal and when I get close to that goal, I seem to get energized because I am accomplishing one of my goals.
Try it. Perhaps you’ll like it, too!
Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold-calling solution called The Prospector’s Academy™. It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations – the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process. We can be reached at 214 483-5800 or at barry@coldcalling101.com.
November 19th, 2009 at 8:41 am
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