Cold Calling

fish bones

Spit Out The Bones

A Zen Master I know, Genpo Roshi, wrote a book called Spitting Out the Bones. The book title is something his Master said to him about Zen. His Master told him that he must “swallow the whole fish and then spit out the bones.”

A lot of us, your…

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man working at a computer

Is This a Good Time

Selling well is about making effective choices. It doesn’t make sense to open a phone call to your dream client with “Is this a good time?”

If you are calling your prospective client to ask them for a meeting, you don't need much time. You simply…

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alt text image of a rock with a key under it

Turning Over Rocks

When I started back in the family staffing business, my sales manager gave me a list of companies I was forbidden from calling. She and her sales reps were worried about one of the owner’s sons being given preferential treatment, and they wanted…

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alt text Image as a phone as a metaphor for cold call

My First Cold Call

I was 19 years old when I started in the family business. I was hired to help start the light industrial division of a temporary staffing company.

I reported to Angie. Angie was a smoker at a time when people still smoked in their offices. As she…

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