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

Overcoming the Fear of Rejection Through Diversification

In Chapter 2 we discussed the Law of Sowing and Reaping. This law suggested that whatever we soweth, so shall we repeath. When we expanded this definition to cover prospecting, we learned that our cold calls are the seeds that we plant at the beginning of the sales cycle. Plant only one seed and your whole harvest depends on the outcome of that one seed. Make only one cold call and your whole selling career depends on the outcome of that one cold call. If your whole selling career depends on the outcome of only one call, it becomes quite clear why prospecting can be a great source of anxiety for the salesperson. Hence, the fear of rejection.

The key to removing this anxiety or fear lies ...