Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off

What's in It for Me?

I'd like to continue with the example and include one more important point. Please consider the relationship presented in Figure 2-3.

What you should notice is that the relationship we established earlier, between sales volume and dials of the telephone, actually extends beyond that point to a salesperson's commission check—that is, the size of one's commission check is directly related to the number of times one dials the telephone.

Putting a slightly different twist on this observation, one could argue that a salesperson earns money each and every time she dials the telephone, irrespective of the outcome of the call. In this example, the salesperson earns $10 each time she dials the phone. This understanding lies in the ...