Two ideas can ruin your ability to make cold calls. 1. Disturbing people is bad. 2. When you make a mistake you are in great danger. This short book tells you why both are wrong and how to get them out of your mind.
Here's the introduction.
After I left university, I drove cab for awhile. I was driving downtown one evening when a group of young women dressed in business clothes flagged me down. They put one of their friends in the back seat and said, "Take her home".
As I pulled away from the curb, I turned around and asked her where she wanted to go. "Marlee and Eglinton!" she shouted and immediately fell asleep. She was drunk and it wasn't fair of her friends to get rid of her that way but I knew where that intersection was so I kept going.
When I got near Marlee and Eglinton I woke her up and asked where she lived. "Marlee and Eglinton!" she kept shouting, then she threw up all over herself.
I finally figured out where she lived. It was a nice apartment building nearby. I parked in the lot and went to get my customer out of the car. One half of her was totally covered in barf but the other half was clean so I took her arm and started walking to the building.
I took the key out of her purse to open the front door and when we got into the lobby an older woman was standing there. "She lives here?" she said with obvious disgust.
Well, suddenly, the zombie I was walking home woke up and looked at this woman and shouted, "Fuck off!" as loud as she could.
Why am I telling this story? Because, you have to be like her. You've got to have self-respect even when you've make a mistake and, at that moment, even though she was drunk and covered in her own filth this girl had it in spades.
I don't know what she was like when she was sober but in her drunken state she didn't care if somebody didn't like her. She was impervious to animosity and that's how you want to be. You don't want to be someone who gets crushed by disdain.
You want to be able to walk into that lobby covered in barf and look that lady in the eye and say, "I'm not afraid of you."
How do you attain such a high level of human achievement? That's what this book is about.
Who is it for?
It's for people who have to call on strangers to sell them something. You might be job hunting or you might want to sell your services but you're afraid to cold call. You don't want intrude upon others for your own self-centred reasons.
Why are you so considerate? You're afraid of getting hurt and the aim of this book is undo that fear.
The truth alone, however, will not make you free so I will talk about a way to help the truth have an impact on your feelings and behaviour, as well.
Here's a warning.
I think that personality change is less likely than weight loss and that weight loss is unlikely so even if everything I say in this book is absolutely true it probably won't do much for you in practical terms. I'm not saying that it can't but that it probably won't. Other books on personal change by more glamorous authors won't help you either. But this still might be a fun read.
I'm not a psychologist and I'm not a professional writer and it shows so if you want to review this book I'm very interested in hearing where you think I went wrong in terms of the ideas and style of writing. The more specific these comments are the better.
I don't punish honest reviewers, I publish them. One reader (an HR blogger) told me that the first version was a shallow pep-talk. Another (a seasoned headhunter) said that it wasn't worth the money he paid for it and I gave to him for free. I posted both of these reviews and more and I learned something from them.