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