Episode 614 – In Order To Change Minds, You Have To Overcome Heard Immunity

WARNING: This is part story, part lesson, part RANT!

It's bad enough that we have to put up with robocalls, political ads, and polls, and just random hang-ups, but when a real salesperson calls and just won't take no for an answer, it's hard not to be angry and rude.

I understand that people have a job to do, but I have learned over the years that closing a sale is more about listening than just talking. That was not the case with one call (actually multiple and a LinkedIn message from the same person today.

There are three points I took away from this experience:

• Herd Immunity is not the same as Heard Immunity
• Trust Takes Time (and has to be earned)
• There is a difference between Relationships and Real-lationships

In this episode, I hope you find some golden nuggets of what NOT TO DO when cold calling. I think the big lesson is that sales are a process, not just an activity!