Cold Calling and Earning the Right

Cold calling is difficult for some people. What I do to make this part of the sales process easier (and build my confidence) is do some work. It is called "earning the right"...and part of every sales process. I ask myself what I have done...for each prospect...that has earned me the right to sell to them? It could be that I spent days learning my product...or spent days learning how to demonstrate the product...or sold a system to a prospect with similar problems...the list goes on and on. I like knowing that because of my hard work...I have earned the right to help them. Excellent Selling!