Cold Calling Is The Primal Fear You Must Overcome To Master Modern Selling

[This is a guest blog contributed by a best-selling author, and award-winning Blogger, Tony Hughes. Read more about him at the end of this blog.]

Is this smartphone ball and chain really a communication device? I don't think so. The chiropractors of the world must be rejoicing because homo novus has the worst posture in human history shackled to "the third appendage."

Cold calling should be "warm" calling, I get your pushback. But I disagree. Sales is about real communication and I believe we need a massive return to innocence.

I challenge Sales Leaders to literally "turn off all digital devices." I challenge sales leaders to give reps a headset and a target list with just switchboards to call on for one month straight, pad and pen. That's it!

Why Cold Call? Literally, face your fears and call a stranger in the middle of the day. Like at 9am on Monday morning or 4pm on a Friday afternoon when you least want to! I would challenge you to do zero research and get your wrist slapped. Feel the sting of rejection and let it sculpt you into a stronger person. Yes, research is good but get to the point where you stop caring about the outcome.

Reps obsess over making the perfect call at the perfect time of day to the perfect prospect as if they're about to get in an elevator with Mark Cuban and get 30 seconds to pitch. Mark Cuban ran a college bar and if he had to start all over would be the master of... wait for it... "cold calling!"

If you just master this one skill, your entire career will be transformed from inside out. Focus all your energy only on developing this one mental muscle for 6 months and watch your self-esteem, income, and influence take off like a rocket ship!

Even if you only talk to 2 in 100 people. But you could utilize ConnectandSell and get those contact rates through the roof: just ask Chris Beall who lives life at 1,000 dials a day. I've affectionately nicknamed Chris, Bruce Wayne because he is The Dark Knight of our Social Selling Crazed Digital Age of charlatan Jokers fear mongering to sell multi-level-marketing, social selling schlock to the intoxicated masses.

Chris Beall is cleaning up Gotham just like Batman, trust me.

People are petrified to be human and authentically communicate. There's been a vast introversion bordering on obsession in checking mobile devices 250 times per day. This is not healthy for the human brain or natural. You see couples at fine dining restaurants immersed head down on Facebook (always Facebook) or Instagram. You see it on the train, the endless swiping of iPads of meaningless Us Magazine drivel, living vicariously through celebrities shallow excuse for a hollow existence.

What is sales, really? What defines success? It's about communicating with others. It goes beyond fear of the phone. Maybe you fear something deeper. Like being found out. Like someone discovering you're full of hot air. It's endemic to a virtual society of isolation where no one knows anyone anymore, our whole waking lives constructed of the selfie stick and the humble brag, a Jenga game of polished glass ready to shatter at the sound of a human voice.

It's a call to arms for everyone to just get real. The purpose of social media like LinkedIn was always to connect. It still is and there is a ragtag band of well-intentioned practitioners of the dark art of Social Selling on here who really are doing that. I'd say it's the exception, not the rule, however. People like Koka Sexton and Jill Rowley do it right but they're seldom emulated when I get 200 identical spam messages in my inbox every time I accept a LinkedIn invite.

When I'm reaching out to people, I reach out to the ones I truly believe I can help. I don't waste time on anyone who I feel cannot transact with me. My positive intent and belief in my product is a port in the storm of rejection. This rain of rejection slides off of me like water off a duck's back as I paddle like hell under the surface to get my activity up to the point that I can break through. I don't use scripts or canned responses: I intend to break through and so, I do.

The only KPIs I measure are Skypes, face to face meetings, air plane rides to Melbourne and the States. I don't count dials, emails, InMails or friend requests. After connecting with tens of thousands of professionals on here, it's all a vast digital ocean with boundless creativity and stifling anonymity with plastic gyres of BS that need to be cleaned up.

The mindset is backward. We are spirits in a material world on a quest to drive value by actually interacting. We need to break down the barriers and really get to know each other, break bread and show vulnerability, releasing fears, bias and divisions to build a better society.

In the sales room of the future, we would create! Cell phones would be banned; confiscated upon arrival. Each person would work for about 3 to 4 hours per day off a defined list. The goal would simply be: talk to humans. This is why I advocate for dialler software to print out a targeted list. Purpose: get out of the office.

I think that the real dinosaur concept is the idea that you can sit in front of a computer screen, clicking away passively, and call it sales or call it marketing. It's a misnomer for "social." It was a fleeting meme in the 90's that has passed us by.

Millennials would rather have a cell phone than a car. They should take the car and go meet other Millennials for a hike in the park and go hug a tree. Sales roles should be 70% field. Reps should get in the air to go press the flesh of new and existing customers at conferences.

It's expensive to put your people up in hotel rooms and cover Travel & Entertainment expenses. It's even more expensive to have your reps gain 5,000 connections on LinkedIn, drop vapour into your forecast and see every deal go to die.

The entitled pushback we are getting as sales leaders from future generations of sellers is not something we need to encourage or feed into. It's just like bad, permissive parenting, where your kid loves you and then goes to join a street gang at the tender age of 13. You could easily dismiss me as a Luddite or iconoclast but this is just level one: wax on, wax off. The power tools are for the big boys and girls. Social Media and LinkedIn are a privilege, a dessert after the main course of brown rice and salad.

I will teach you everything you need to know about sales, social selling and how to close million dollar deals if that's what you want. But first let's fix your mindset. Do you love people? Would you love to help a customer? Do you truly believe in your product or service? Do you love yourself? It all starts with heart! Sales is a people business. You must go forth young (and old) ladies and gents and wander out of the shadows of the shire. The most modern technology I can impart to you is the oldest of all: love of others and infinite curiosity!

Not all those who wander are lost. - Tolkien

--------------

Blog by Tony Hughes

Tony Hughes is a bestselling author, award-winning blogger and the most read LinkedIn Author globally on the topic of B2B sales leadership. Tony’s first book is a business bestseller with his second book, COMBO Prospecting, is available on Amazon here. He can be found on LinkedIn and at TonyHughes.com.au and RSVPselling.com

• Topic Participants

• Vinit Tibrewal

  

• Sticky Posts

• As Sales Person, Here are my New Year Resolutions. What are Yours?

  Being a salesperson, I keep learning from my mistakes and have noted a few changes that I need to make in my approach. I take these resolutions going into 2021, hoping to keep it going for as long as possible :) 1. I will not say "Yes, our product has

• Once Upon a Sales Meeting!

  It was an awkward silence in the meeting room "Uproar." John Kowalski, the new sales manager, was not happy with the team's performance. After scribbling something in the notepad, he decided to break the silence, John: I cannot believe you guys have been working like this. No reports, delusional forecasting, random targets, and no eye on the ball. Kevin: We followed Richard's orders. John: Well, Richard is not here anymore, is he? John walked up to the whiteboard, and wrote in big bold letters: "TARGET

• Recent Topics

• Can you modify "Last Activity Time" in deluge? If so what's the field name?

  I need to perform some bulk modifications on records in the Leads module, but I need to avoid changing the "last activity time" or "date modified" because I am using those fields to filter and sort leads for follow-up action. I cannot find an answer anywhere

• Running Total % in Pivot with filters

  Hi there, I have seen a few posts on this topic, but i cant seem to find one that will work when applyig filters to the data. I have Rows and Data in a pivot view I want to show the running total of revenue as a % of the total for the data set. If i add

• Included in Zoho One?

  Will LandingPage eventually be included in Zoho One?

• Console error with widget in View mode, not present in Edit Mode with ZOHO.CRM.API.updateRecord(config)

  hello i have that function to update an account records (from a widgets created with sigma) function handleCopyButtonCRMClick() { console.log('handleCopyButtonCRMClick'); /* * Fetch Information of Record passed in PageLoad * and insert the response into

• Calendar - "pop up" locations

  One of the attractive features of google calendar and outlook calendar is that locations for events will start to automatically populate the location drop down menu as you type. Adding this feature to zoho calendar would be the final feature i need.

• How to see changes with ZOHO.CRM.API.updateRecord(config) without reload page

  hello got a widget in account, trigger with a button i copy data to account when click on a button, in my popup All is working well. But i need to reload the page to see the update. How can i see the changes without reloading page, only when close the

• Reports - custom layout - duplicate report

  Do you also have this problem and what is the possible solution? I duplicate a report that has a "custom layout". Unfortunately the custom layout is not duplicated. To be improved for a future release by Zoho. I export the custom layout and import it...

• Select CRM Custom Module in Zoho Creator

  I have a custom module added in Zoho CRM that I would like to link in Zoho creator.  When I add the Zoho CRM field it does not show the new module.  Is this possible?  Do i need to change something in CRM to make it accesible in Creator?

• Zoho LandingPage is integrated with Zoho One!

  Greetings to the Zoho One users out there! We're delighted to let you know that Zoho LandingPage is available in Zoho One too! With Zoho LandingPage, you can host custom-made landing pages, and persuade the visitors to dive deeper by making further clicks,

• LinkedIn verification link and otp not receiving

  For the last 2 to 3 weeks I'm trying to verify my LinkedIn account to access my company's LinkedIn page, Linkedin is sending verification links and codes to this email address but I have not received any codes or links. Please help me here. Looking forward

• Unlocking New Horizons: A Year in Review

  As we bid farewell to 2024, let's celebrate and revisit the key highlights of the year. From adding a new edition to cross-platform enhancements, here’s a roundup of all the feature updates designed to simplify accounting, optimize financial management,

• 2024 Wrap: Rediscover these features and enhancements in Zoho CRM

  Hello everyone! I wish all of you a joyful and prosperous 2025! As we welcome 2025, I’m excited to share a recap of the year 2024 and highlight some of the coolest new features and enhancements we’ve added to the Zoho CRM platform. Last year, we announced

• A quicker way to provide accountants access to Zoho Books, similar to Xero and Quickbooks

  Hey guys, I'm finding the procedure to give access to an external accountant to Zoho Books less than ideal. Having to create an account by Zoho instead of myself, and then wait for it to be given a license to then pass to the accountant seems a bit time

• "Mark as Spam" not working as expected

  Dear support, in the below scenario, clicking on "Mark as spam" identifies only the first of the checked emails as spam, removes that email from the visible list and leaves the rest of the list still visible & unchecked. I've tried check-marking them

• Upgraded to Zoho One but Zoho Meeting still says Free Plan

  I signed-up for the Zoho One plan. When exploring the applications included, I came across a problem with Zoho Meeting. It says it's the free plan. I emailed support but they sent me a link that doesn't work and, when I found the article on my own, it

• This user is not allowed to add in Zoho. Please contact support-as@zohocorp.com for further details

  Hello, Just signed up to ZOHO on a friend's recommendation. Got the TXT part (verified my domain), but whenever I try to add ANY user, I get the error: This user is not allowed to add in Zoho. Please contact support-as@zohocorp.com for further details I have emailed as well and writing here as well because when I searched, I saw many people faced the same issue and instead of email, they got a faster response here. My domain is: raisingreaderspk . com Hope this can be resolved.  Thank you

• Self Client Authorization Issue

  Hi. Trying to test the api integration for Zoho Desk with the Self Client - Client Credintials flow method. I've created the self client, obtained the client id and secret, inputted "Desk.tickets.ALL" as my scope, and "ZohoDesk.[My Zoho Desk Org ID]"

• This mobile number has been marked spam. Please contact support.

  Hi Support, Can you tell me why number was marked as spam. I have having difficult to add my number as you keep requesting i must use it. My number is +63....163 Or is Zoho company excluding Philippines from their services?

• Update Candidate Status Through Workflow in Blueprint

  Hi Team,  We have a blueprint built out with custom functions that update particular fields based on candidate actions. When particular fields are updated we need to move the candidate forward in the blueprint. We tried to do this through a workflow,

• Zoho Canned respond do have a huge lag issue.

  Previously the Zoho canned respond works perfectly ... on once server update and all the Canned respond enconter huge lag... in the end cause most of the canned respond just shown code with /xxx and not the sentence....

• Pay Contractor Timesheets

  I have contractors that fill out a timesheet. Each hour must be assigned to a current client. I need the easiest way to get the contracts paid. They are paid on an hourly bases. How can this be done?

• ShipStation and Zoho Inventory

  Hello, I am looking to sync zoho inventory with shipstation ZOHO INVENTORY           SHIP STATION Sales Order  ==>  create ORDERS INVOICE  <==    Shipments What exactly does BETA mean on the Shipstation connector?  This is required for me to sign-on in the next month. Thanks in advance for your efforts

• Saving slide elements

  I have created grouped items including text and animation that I want to use in later slides. (Like an animated logo) Is there a way to save these grouped elements in my library?

• Are downloadable product available in Zoho Commerce

  Hi all. We're considering switching to Zoho Commerce for our shop, but we sell software and remote services. Is there a features for downloadable products? I can't find any information about this. Thank you very much Alice

• Function #10: Update item prices automatically based on the last transaction created

  In businesses, item prices are not always fixed and can fluctuate due to various factors. If you find yourself manually adjusting the item rates every time they change, we have the ideal time-saving solution for you. In today's post, we bring you custom

• Writing on sketch cards is bugged when zoomed in

  When zoomed in, it writes a noticeable distance above or to the side of where you're actually trying to write. The further you're zoomed in, the more noticeable it is. Zooming is also entirely absent on the desktop version.

• Move site from WIX to ZOHO Sites

  I have a simple website on WIX.  I am wondering if someone is available to help me move this website - https://www.videothreezero.com/ to ZOHO.  Michael  Boston

• zoho calendar week view - "super compact by default"

  every time i go to my calendar i have to re-engage the "super-compact view" for the week view...is there a way to make "super-compact" a default view so I dont have to keep on setting it manually?

• Move a Contact from Current Account to a NEW Account

  I do not believe the functionality to Move a Contact from a Current Account to a New Account is not available. Please someone tell me I am missing something! I have been through designing, developing, using and selling CRM systems for over 25 years and had this functionality20+ years ago in other CRMs.  In the real world people move from one organisation to another. In the sales, finance and technical world it is nice to see the communication history with that person in their old account and also

• Change work hours per day for employees

  Hello, Is there a way to modify the work hours per day for employees in Zoho projects? This would be helpful for resource allocation to more accurately see when an employee who works 35 hours a week vs 40 hours has a full schedule. Thanks.

• Zoho CRM Automation Help: Send Email When Fault is Marked as Done & Module Relationships

  Hi everyone, I have the following User-Created Modules in Zoho CRM: Clients Assets Faults Handymen Every client can have multiple assets. Every asset can have multiple faults. Every fault is assigned to one handyman. What I Want to Achieve: ✅ I want to

• Adding New Domain to Zoho mail

  Hi, I have one Zoho account already called for example "Awesome Animals". Under this account I have one domain already setup with zoho mail, example: - awesomecats.com I have another website as well which I want to add under this "Awesome Animals" account,

• I cannot receive emails.

  I need help, I've tried everything but I still can't receive emails from other people. I can send it but I can't receive emails, When I created the email it was all in order and suddenly I can't get emails from anyone anymore.

• Incoming Gmail Email Not Coming Into Zoho

  My outbound email from Zoho is working, but when people respond to the email, it's not coming back into Zoho. I can see it when I'm in Gmail, but it's not in Zoho.

• Não foi possível enviar a mensagem;Razão:554 5.1.8 Email Outgoing Blocked.

  Preciso de ajuda não consigo enviar emails,conta recen criada

• ERROR_CODE :554, ERROR_CODE :rejected due to spam

  Please verify bounce message: This message was created automatically by mail delivery software.  A message that you sent could not be delivered to one or more of its recipients. This is a permanent error.  xxx@thalesesec.com Error, ERROR_CODE :554, ERROR_CODE :rejected due to spam content yyy@thalesesec.com Error, ERROR_CODE :554, ERROR_CODE :rejected due to spam content  Received:from RMRPC (190.102.146.226 [190.102.146.226]) by mx.zohomail.com with SMTPS id 1376415816667533.3706558194896; Tue,

• Request to Customize Module Bar Placement in New Zoho CRM UI

  Hello Support and Zoho Community, I've been exploring the new UI of Zoho CRM "For Everyone" and have noticed a potential concern for my users. We are accustomed to having the module names displayed across the top, which made navigation more intuitive

• Expand Zia's Language Support and AI Capabilities

  Dear Zoho Desk Support, I would like to submit a feature request to improve Zia, the AI-driven support assistant in Zoho Desk. Currently, Zia only supports the English language, while other AI agents such as Gemini, ChatGPT, and Claude can work with a

• Average Costing / Weighted Average Costing

  Hello fellow maadirs. I understand Zoho Books uses FIFO method of dealing with inventory costing, but do you guys have any plans to introduce average costing? We indians need average costing. It's part of our culture. Please. I beg thee. Thanks.

• Links in Instagram

  Hi there, I have been using Later for a while now but keen to come back to Zoho Social as Later doesn't offer tagging of pages on Facebook but they offer something Zoho doesn't. You can add a link to your bio which opens up your profile feed where images

• Next Page