As I was resting at home yesterday, I decided to re-read "Think and Grow Rich" by Napoleon Hill for what must be the 200th time (seriously). And in the process I came across a story that reminds me a lot of today's sales establishment.
Specifically, I thought of the long-standing belief in cold calling that exists when I read these lines:
"These unfortunate people remind me of a prominent Chinese, who came to America to be educated in American ways. He attended the University of Chicago. One day President Harper met this young Oriental on the campus, stopped to chat with him for a few minutes, and asked what had impressed him as being the most noticeable characteristic of the American people.
""Why," the Chinaman exclaimed, "the queer slant of your eyes. Your eyes are off slant!"
"What do we say about the Chinese?"
(Note: From a ‘political correctness’ standpoint, remember this was written in 1933.)
We refuse to believe that which we do not understand. We foolishly believe that our own limitations are the proper measure of limitations. Sure, the other fellow's eyes are "off slant," because they are not the same as our own.
When I read that my thoughts immediately went to the large amount of emails I receive from people who not only disagree with me but are downright FURIOUS that I would even dare say cold calling doesn't work!
Why are they so angry? I really don't know - maybe they have other problems in their lives - but I'm guessing it has to do with human nature's refusal to believe that which we do not understand.
Even though most people fail by cold calling, they continue to do it because their minds are closed to even the slightest possibility that there might be a better way.
To them, I say: Hill's book is called "Think and Grow Rich" and not "Cold Call and Stay Poor" for a reason. You have the power to THINK - so USE IT!
Great work.
Nice thought
Good work.