Cold calling, once the only method of sales prospecting, no longer works in todays world. Here are the top five reasons to avoid it:

1. Cold calling makes you look desperate.

We all know that people want to do business with those who are successful; however, cold calling makes you look totally unsuccessful! Prospects think if youre cold calling, you must have nothing else going on, and they should avoid doing business with you.

2. Cold calling makes timing work against you.

How can you know if someone is ready to buy when you call them at random? You dont! If you get leads from cold calling, theres a good chance theyre looking to buy next year, not now. And most people you call at random will never buy, ever.

3. Cold calling limits your sales production by time.

Leverage is very important, and is missing from cold calling. In other words, you can make only one call at a time or knock on one door at a time. There is no leveraged system working on your behalf, and as a result, even if you get leads from cold calling, there are only so many hours in the day to do it.

4. Cold calling is the leading cause of salesperson turnover and lack of morale.

Endless surveys show that the requirement to make cold calls is the number one reason why sales people quit, and the lack of cold calling is the number one reason why salespeople stay. Cold calling is very demoralizing and has a very negative impact on sales performance.

5. Cold calling fails to get qualified leads and generates unqualified leads.

Managers tend to measure the results of cold calling by the number of appointments set; however, appointments gained through cold calling have the lowest close rate of all. People who respond to cold calls generally arent the busy, successful people we want and need to meet with.

Frank Rumbauskas

Frank J. Rumbauskas, Jr., author of the New York Times Best-Seller "Never Cold Call Again: Achieve Sales Greatness Without Cold Calling," spent several difficult years in sales, frustrated and convinced that there must be a better way than the familiar chants of "cold call more" and "increase your activity" so frequently heard from well-meaning but otherwise clueless sales managers.

While working as an account executive for a Fortune 100 company in the mid 1990s, Mr. Rumbauskas was mentored by another A.E. who went from entry- level sales to upper management in 3 years, something unheard of in this particular organization. This top producer revealed a very basic principle to Mr. Rumbauskas. He immediately applied it and suddenly began to achieve tremendous results. That simple principle forms the basis of this entire program. Mr. Rumbauskas has taken it, perfected it, designed systems around it, and is now able to apply it to any and all sales jobs. He went on to successfully start and run two sales agencies based on these principles before moving into sales training.

His biggest strength compared to other sales trainers and authors is the fact that he is now a business owner who meets with salespeople on a regular basis. He is careful to observe everything they do right as well as everything they do wrong, and his training materials reflect this firsthand experience.

Originally from Linden, New Jersey, Mr. Rumbauskas now resides in Phoenix, Arizona. He is actively involved with various community and civic organizations in the Phoenix area, and is an active entrepreneur - he owns a mortgage protection life insurance agency which uses the principles he teaches to generate business without cold calling, and is a major holder in an emerging wireless internet company. He enjoys reading the great number of success stories we receive from students of this program. If you have a success story you haven't yet shared with us, please do so!