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Hang-up’s: “A prospect’s hangs-up on you? Call them back a year later and make mention that they hung up on you a year earlier. I can guarantee you that they will listen to what you have to say now.”

Humor: “Use humor to reduce cold call resistance.”

Information: “Information is power.”

Joking: “You mean you only call sales prospects three times and never call them back? You got to be joking, right?

Karma: “Do you have good karma over the telephone? If you don’t know what I’m talking about then you stink.”

Learn: “If you didn’t make a sale, ask your self, “What did I learn from this call and how can I use this information for future telephone calls?”

Motivational Tapes: “If you are looking for a way to be inspired then start listening to motivational tapes. If you listen to such tapes daily you will find yourself using the information that you have learned on your telephone calls. Your inspiration will ‘carry- over’ to your sales prospects and this inspiration will motivate them to do business with you!”

Names: “Use your prospect’s name in the beginning, middle and end of your conversation with them---that is if you want to make them feel important!”

Negative Thinking: “Will only lead you down a staircase that goes no where!”

Objections: “If you can’t handle a sales objection then I guess ‘stop and go’ traffic on the highway is not for you!”

Pause: “Pausing creates a sense of authority.”

Persistence: “Pleasant persistence wears down resistance.”

Positive Thinking A: “Is the ability to see the daylight when it's dark outside.”

Positive Thinking B: "I'm such a positive person that if I were a battery I wouldn't work."

Resistance: “Use enthusiasm, creativity, humor and persistence to reduce your prospect’s resistance.

Research: “Can you say Google.com?”

Sample: “Sending a media kit w/o asking any qualifying questions is like a doctor writing a prescription with a blindfold on his face.”

Telephone Persona: “A telephone persona is the aura that you create over the telephone.”

Test: “Test, Test, Test, Test and keep testing your ideas.”

Time: "We have no control over the constant of time and only have control over the way we see things. Time will always pass us by, but the way we see time and how we react to it we have control over."

Undone: "No matter how much you do, there will always be something left undone."

Voicemails: “Leaving a voicemail is like painting a picture, but with words!”

Work: “Someone told me that cold calling doesn’t work? I responded politely and said, “Over 300 loan officers laughed at Walt Disney when he pitched each one his idea of building a theme park in Anaheim, CA –In 1955, Disneyland opened and you are right, I guess cold calling doesn’t work.

Xerox: “Listen, I can’t think of any x-words, but I wish I would have bought Xerox when it was $4.50 a share!”

Yes: “When a prospect tells you no, it doesn’t mean they won’t tell you YES at some point in the future!”