| The vast majority of salespeople do not enjoy | | | | be returned. |
| cold-calling. Yet, at the same time, it is an activity | | | | 5. Always call one level higher in an organization |
| that most need to do on a regular basis. The | | | | than you believe is necessary. |
| biggest reason sales professionals are not more | | | | 6. Be confident and competent. |
| successful in this necessary endeavor is the | | | | 7. Phone calls placed before 8:30 AM are the most |
| defense that they have other things to do. | | | | likely to be answered by the person you're trying |
| However, nothing will overcome this excuse | | | | to reach. |
| faster than being held accountable for making a | | | | 8. Respect the gate-keeper by treating them in |
| set number of cold calls each day, each week, or | | | | the same manner you would treat the prospect. |
| each month. | | | | 9. Prospecting calls on Monday mornings and |
| As much as people would like to believe there is a | | | | Friday afternoons will have the worst results. |
| secret formula for being successful at cold-calling, | | | | 10. Prospecting on "semi-holidays" and inclement |
| the only valid one is being disciplined enough to do | | | | weather days will get a higher response. |
| it. When people avoid cold-calling, they are | | | | 11. Make it your goal to earn the right, privilege, |
| generally telling themselves that either they don't | | | | and honor to talk to the person again. |
| know enough about what they're selling or they | | | | 12. Believe in what you're selling and the benefits |
| don't believe the outcome will be successful. For | | | | that the prospect will receive from your products |
| this simple reason, it is necessary to be confident | | | | services. |
| in yourself and what you are selling. | | | | 13. Believe in yourself and your professionalism. |
| The following may be beneficial as you begin to | | | | 14. Anytime is a good time to make a call; don't |
| practice this critical discipline. | | | | wait for the "perfect" time. |
| 1. Have a dedicated time each day to prospect. | | | | By practicing and persevering, both your skills and |
| 2. Know the reason for calling before you call: | | | | confidence will improve. Furthermore, making |
| customer benefits, not product features. | | | | yourself accountable will help you turn your |
| 3. Leave short voice mail messages. | | | | excuses into successful sales. |
| 4. Assume your voice mail messages will never | | | | |