Cold calling…does it work or not?

Your own belief system may be holding you back.

 There is a concept in psychology called, ‘Learned Helplessness‘. It means that when we experience something often enough, we can develop a belief that supports that experience. With cold calling, we hear the following comments from people all the time. “Cold calling doesn’t work.” “Leaving voicemails doesn’t work.” “I won’t use scripts because it makes me sound canned, like the proverbial telemarketer reading their script.”


On the flip side, my experience is that cold calling does work, people do return voice messages, and internalized scripts do sound just as natural as a normal conversation; and so do the sales professionals that have gone through our Prospector’s Academies. So our belief is that cold calling does work.

Tony Robbins, in his book, Awaken the Giant Within, tells us that if we indulge in these negative beliefs, we strip ourselves of our own personal power and destroy our own ability to succeed. I fervently believe that. Therefore, when I need for something to work where my own experience up to that point tells me it doesn’t work, I’m willing to explore how other people seem to be making it work. In other words, I’ll force myself to go beyond my experience, or belief, and find out what the other side to the story is.

I titled my book, Contrary to Popular Belief, Cold Calling Does Work!, for a reason. It’s because there are too many out there that have formed a belief that it doesn’t. Don’t be one of those. Go find out for yourself.

If you’d like more information on why no team of sales professionals has ever failed to at least double the number of Initial Appointments they were setting after going through one of our programs, give us a call or drop us a line. We love talking about the challenges of appointment making!

Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called Coldcalling101™.  It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations—the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process.  We can be reached at 817 224-9900 or at You can also find answers to many of your challenges in our books: Contrary to Popular Belief, Cold Calling DOES Work! Volume I: Effectiveness, The Art of Appointment Making and  Volume II: Efficiency, the Science of Appointment Making.


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