Step 2: Have Confidence

When I teach my Four Steps to Success seminar to inner-city high school kids, I always start the session with one question: Who wants to be a success? The answer is always the same: a 100 percent positive response. Everyone wants to be a success. I go around the room and find that some of the kids want to be great athletes, others want to be show business personalities, others want to be the president of their country, and still others want to be doctors and lawyers—all very admirable goals, indeed.

However, when I ask how many think they can achieve their life’s ambition, I always get a disappointing 10 to 20 percent positive response. I then tell a story of an experience that I had 30 years ago, when teaching this very ...

Get Red-Hot Cold Call Selling: Prospecting Techniques That Really Pay Off, Second Edition now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.