Cold Closing Blog, How to develop the Cold Closing Attitude

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Many years ago, I was working at Cincinnati Bell on a project to help AT&T win back its' long distance customers and my job was to call customers and convince them to switch their service back to AT&T... from whatever service had hijacked them in the first place.

This was my first real experience with "cold calling" and the thing I recall the most; which probably had the greatest impact on my perspective to this day, was an exercise I did in the initial training class.

The trainer asked the class to look at a series of pictures; most of which seemed distorted or out of place at first glance. After a few seconds, we were all asked, "What do you see?" I am sure you have been through these sorts of exercises... do you see the old woman or the young woman? That sort of thing...

Anyway, the point of the exercise was to help us expand our perspective and to see what might not be visible at first glance; or at least until it was brought to our attention. So my question is this... (or "these")

What do you see when you cold call? What are you looking for? What are you looking at? What is your purpose? What is your perspective?

Do you see the old woman or the young woman? If I had not brought it up, would you have noticed a woman at all... Follow this link for more on cold closing, the art of making the connection.