The moment you use the old-school cold calling approach — the traditional pitch about who you are and what you have to offer — you trigger the negative “salesperson” stereotype. And that means instant defense or rejection. I call it “The Wall.”
The problem is with how you’re selling, not what you’re selling. When we start cold calling by talking about what we have to offer, we’re “pitching” ourselves instead of focusing on the other person. Our voice and demeanor is full of expectation. And this creates sales pressure — which triggers resistance.