Find common interests between you and your prospect. Let your prospect know that you have a genuine interest in helping them. How do you achieve this positive perception? Try learning something new about your prospect's industry and share it with them! Do a little more research on your prospect's company and then incorporate what you have learned into your conversations with them!
Understand and expect that not everyone is interested in what you have to offer at first contact. Many people do not make instant decisions and a majority of your sales will develop over a period of time (that means multiple contacts to the same prospect).
On your way to work listen to motivational CD's or audio tapes. You may want to choose different topics to listen to each week. By constantly surrounding yourself with such positive energy you create a "Can Do" positive attitude which in turn magnifies your overall motivation.
Think of every negative situation as a knocking door. Each day, if you open every single door (i.e. a rude gatekeeper or an unhappy prospect) it becomes too mentally draining. Be selective about which doors you open and which doors you decide not to open. Remember that negative situations breed negative outcomes and positive situations breed positive outcomes. Keep it positive!
Stay away from negative co-workers. They need you to make it through the day! Avoid them at all costs!
If you don't feel like making cold calls then don't make them. Take a walk outside, grab a cup of coffee at Starbuck's, take a lunch, take a break---do whatever you need to do to return to your desk with a positive attitude.
The day before you make cold calls try preparing a call sheet of prospects to contact.
Target just one industry and contact prospects in only that specific industry. This is a great way of becoming an expert in your field and that of your prospect's. The more you know about your prospect's industry the more tailored your sales questions will be and as a result of these efforts, your confidence increases and you will close even more sales.
Understand and be aware of the "Law of Attraction." This means that you bring into your life what you attract. Become conscious of this ideology and attract positive people and situations in your life. Again, positive equals positive and negative equals negative.
Do not read directly from call scripts. Use scripts as outlines for your calls, but never read word for word from them or you will sound like a robot--your're human right? Then be one!
Try to Inject personality on your calls, make them fun, be positive and keep a smile on your face.
Always remember that positive attitudes are magnetizing and unstoppable.
Work on the sound of your voice. Make sure that you sound confident, educated and genuine over the telephone. How do you improve the sound of your voice? One way is through practice and the the other is by listening and watching other people (i.e. other successful salespeople, radio personalities, newscasters, actors on tv or in the movies.) Learn to mimic their strengths and make it your own!
Learn more about your product and/or service each day. Try to learn something new so that you can incorporate what you have learned into calls. New ideas tend to elavate your motivation level. Check out what your competition is doing, check out their online and offline message, put a different spin to it, make it your own and convey it to your prospect.
Be thankful for what you have each day versus what you don't have. A lof of people focus too much on what they don't have versus on what they do have. If you focus on the "Have's" versus the "Have-Nots" then you will increase your overall motivation by the power of 10.
MR. COLD CALL SEMINARS - All rights reserved.
Behind The Scenes With Mr. Cold Call™
Mr. Cold Call™ is a worldwide sensation and
claims to have made over 80,000 cold calls to date. He has been quoted
by numerous national publications such as Selling Power Magazine,
Investor's Business Daily, Successful Fund Raising and Advantage
Magazine. He has written over 80 articles on cold calling, developed a sales ratio calculator that automatically calculates your daily, weekly, monthly and yearly sales ratios, offers a custom sales script service called "The Script Responder" and finally, is the author of four best-selling ebooks with FREE email support and these titles include: