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People seem to get a thrill turning up their noses at folks who sell by telephone for a living.

But let me say, if they’re well trained and compensated properly, they’re worth their weight in gold.

I’ll give you an example or two.

My former insurance agent, who retired blissfully to the golf course a few years ago, had a sales support person who was simply dynamite. She would not only handle all of the inbound business, such as rating policies, adding and changing policy terms, and channeling claims, but she was a remarkable dialer-and-smiler.

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“Of course you’re afraid to cold call,” the smug article writer said; it’s only “natural.”

I don’t believe that and neither should you.

The fear of cold calling isn’t innate.

We don’t instinctively leap away from phones when we hear them ring, as we do when venomous snakes rattle underfoot.

Your hand isn’t hard wired to recoil with the phone in it when you hear a “no” or an objection, the way it flies off a piping hot stove.

People are afraid of cold calling, to be sure, that’s what they say; but they’ve learned this very undesirable and self-debilitating response.

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Cold calling is viewed by many as calling strangers on the telephone. Having a father who was a professional sales person, his belief was that cold calling began by knocking on doors. Using the telephone was for wimps, those who couldn’t stomach the reality of face to face rejection.

Recently, I came to realize how pervasive this belief is. Part of my marketing activities includes Internet article marketing. In submitting to one site, article categories sometimes are changed by the editors. I had submitted several articles on cold calling within the category of sales and then discovered that the category had been changed to sales teleselling. Even the editors at this article directory believed that cold calling was only for the telephone.

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