A More Personal Approach
Cold calls... by percentages, they are one of the most effective sales methods. The first key is getting to the right person. The second key is asking the right questions. And the third key is projecting the right image and sound across the wires. Let's discuss in this order.
Attitude. Is. Everything.
Repeat that to yourself at least two more times. If you can't find a positive attitude within yourself, you will have a very difficult, or maybe impossible time succeeding. In anything.
The 80/20 Rule
In the late 1800's, Vilfredo Pareto, an Italian economist, put forth the principle that in any variety of situations, 80% of the effects are the result of 20% of the causes. Countless experiments and examples have proven that there is real truth to this. Rather than defending that lower 80 percent, you SHOULD be thinking "What if I could replace most all of them with even a few more clients similar to those in the top 20 percent?"