(Entertainment-NewsWire.com, October 09, 2013 ) Dallas, TX -- New York Times best-selling author Frank Rumbauskas loves to quote famous sales trainer David Sandler, founder of the worldwide sales training firm Sandler Sales Systems. The quote goes like this: "If you don't have a system for selling, then you're at the mercy of the customer's system for buying."
As correct as Sandler may have been, Frank Rumbauskas explains that times have changed.
"That quote is from the 1950s, a time when the economy and the sales world were vastly different, and selling was not only accepted but welcome. Today, it's not about selling at all -- it's about putting prospects into a comfortable position where they see the reasons why they should buy from you, and then you sit back and let them buy of their own freewill."
One of the central themes of Frank's Never Cold Call Again System is, very simply, that selling is out and buying is in. He defines selling as an uphill battle of trying to coerce someone into making a purchase that may not be the best choice for them, and it involves objection handling, manipulative closing tactics, and, frequently, buyer's remorse.
When you get someone to buy, on the other hand, they walk away from the transaction without the feeling that they've been sold and taken advantage of. It leaves the buyer happy and satisfied that they made the purchase from you. Best of all, it eliminates any customer service issues, refunds, and other typical after-the-sale problems.
Rumbauskas continues, "If you want to generate an endless supply of hot, qualified leads, then you must apply my definition of the world 'selling' as a filter against all sales prospecting activities, and this effectively eliminates cold calling. People don't like to be cold called, and it creates a lot of unnecessary tension. Our modern Information Age economy has given us the Internet, social media, and dozens of methods of generating new leads that are far more effective than cold calling, and that don't involve the negativity and confrontational nature of cold calling."
Visit Frank's blog to find hundreds of sales articles along with more tips and advice on how to generate leads without cold calling at http://www.nevercoldcall.com/blog/
