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Mind Set is Everything

On the surface this story appears to be focusing on telemarketing. If your focus is such, then it's a story that can help you in your business dealings. I've found that there is another focus underlying this story that was discovered while working with some of my single client base. It ironically has helped a lot of them in their attempts to find and form new relationships ...

Sitting in a client's office the other day, I had the great fortune to witness his coming of age. He was having me sit in on one of his cold-calling sessions so that he could benefit from some immediate coaching feedback. It was a great session and I would not have missed it for the world.

Over the first 30 minutes the usual comments were made, like "stick to the script" and "some will, some won't, so what, someone's waiting, NEXT!" otherwise known as the "SW4" mantra. There were a few "uh's, ah's and but's" thrown unnecessarily into the script along with word phrases like"I am" that would sound better contracted. Fine-tuning was underway with an assist from the coach on the sidelines and the client was just-a-smiling.

It was after about 20 phone calls that I saw something grande occur. Up till that moment my client was keeping score the usual way. He had annotated the list with scribed comments regarding who was to get what mail-outs, when to connect with whom again and who was "not interested." All this was accompanied with a nervousness that I could only attribute to the anticipated drain that the client experienced during this type of activity.

And I too waited patiently for the anticipated transition to occur. Not the one that the client anticipated, but the one I knew would occur when he invested in the process.

On the 21st call I saw something different in his actions. I barely overheard the person on the other end say in a clear voice "I'm not interested." My client responded not with the usual "okay" and hang up, but with something very special. He said "Thanks! I appreciate your honesty. Have a great holiday!" and then he hung up.


Do you find this concept "provoking?" Care to read more? Want to take action that will "provoke your success?" This and fifty-seven more chapters designed to provoke your success can be found here.


Coach John S. Nagy is CEO and Lead Business Coach for Coaching for Success. Inc., a Business Coaching Service specifically designed for top level decision makers dedicated to peak performance in all facets of their activities. He's hired to focus them continuously in activities that bring higher returns on their resource use. His programs are for the seriously committed. This means having his clients work "ON" their businesses, not just "IN" it. He's a published author and a multi-degree professional with a nationwide client base. Coach Nagy can be reached through his E-mail address at his website at http://www.coach.net and by calling 813-949-0718.


Copyright 1999-2007 John S. Nagy

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