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Once when I worked for a company in a sales position, I went to Cleveland to a sales conference where the question was asked, "When I say salesman, what do you think?" The women went around the room and asked everyone attending their answer. When she got to me I said, "Outsider." She quickly went past me and then stopped and did a double take. She asked me what did I mean? I told her that the way most salespeople go about their profession, they are outsiders. They are a foreign object not wanted through most doors. The main reason this occurs is because most salespeople today still think cold calling and one hit closes work. I went on to explain to her that when I sell to people and businesses I try and figure out how I can become in insider as quickly as possible. I want to be like one of the family, a board of director, and fellow co-worker. The faster I establish this, the better chance I have of closing a sale.

Cold calling is a dead practice. No one wants to be interrupted by a stranger trying to shove a widget down there throat. The door to door vacuum days are over. You need to have a way in the door. In today's world referrals are everything. People trust people who have used your service or product by someone they know. From telemarketing to that knock on the door, no one is trusting anymore to strangers. The modern day sales person needs to learn new techniques.

How do we get referrals that will fill up our business? The best way to do this is by constantly asking your customers if they know of someone who could use your service. Do not be shy with your customers. If you have done a great job they will be more than glad to refer you. If you haven't done such a fine job then they will not refer you. What you will need to do is be better in the future. Remember we want to be an insider and the only way to really accomplish this is by being one. Family and friends are always welcomed in your house but strangers have to wait on the porch. It sometimes gets really cold out so it might be smart to be a friend.

Lastly, cold calling takes way more energy. If you get referred then you will have way more time to learn new techniques. Cold call sales techniques are outdated and it is time you realize that.

Learn more about this author, Robert Kintigh.
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