Be prepared for different responses and plan your
answers. Write out some sample scripts and practice them with a friend.
Schedule calls for a certain time of
day. Establish a routine so you don’t procrastinate.
Set a daily and weekly goal for the
number of calls to make. The more calls you make, the more opportunities you
will make for yourself.
Take a break after several calls.
You are doing something difficult!
Be prepared to take notes. Have a
pen and paper handy.
Be courteous and sensitive to the
person on the other end. Introduce yourself and speak in a pleasant,
understandable manner. If the person you are talking with sounds rushed, ask if
there is a time you can call back that is more convenient. Then be sure to
follow up on the call.
Sound confident and professional.
Use language that demonstrates your enthusiasm and abilities.
Keep background noise to a minimum.
Radios, televisions, barking dogs and crying children are distracting to the
person you are speaking to and yourself.
Practice before you make your calls.
This may sound silly, but keep a mirror in front of you when you talk on the
phone. You will pay more attention to your image, smile more and this will
carry into your voice.
Start your calling with the prospects
you are least interested in. Your telephone techniques will get better with
practice, so polish your skills before you call your best prospects. Modify
your technique if you are not getting the results you expect. Keep trying!
Leave a professional, friendly
message on your answering machine.
Expect that prospects will be calling you!
Be prepared for "no’s" and
don’t take them personally. You will meet them along the way in your sales
calls — your objective is to turn a "no" into a "yes."
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