Selling Power Magazine Article

Sales-methodology expert Patrick Henry Hansen knows that cold calling can be emotionally and mentally draining. That’s why many reps find it such an easy task to avoid. “It takes self-control to set aside a certain amount of time each day to prospect,” he writes in his book The DNA Selling Method: Strategies for Modern-Day Salespeople (Brave Publishing, 2006). You can sympathize with reps, but you should also remind them that the most difficult jobs have the biggest payoff. As Hansen says, “Cold calling is the most consistent lead-generation method in sales.”