Call On The People
Who Aren't Being Called On

by Tom Egelhoff

If you've ever been in a position to make cold calls as a salesperson, I don't have to tell you it's no fun. It's even less fun if you are calling on the same people as other salespeople. So, why do it? Why not call on the people who aren't being called on.

Most calls are made from a company prepared list or the phone book. You start at the beginning of the list and work to the end. Customers in the first half of the alphabet get lots of calls the second half get fewer. Most people never make it to the end of the list.

If you have an A-Z list, start at the Z end and work backwards. These people will be more receptive to your sales message because they get fewer of them. If you break the alphabet into sections, always start at the end of the section you are given and work backwards.

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