First, take a look at the description of Dan Robey's e-book The Power of Positive Habits
Then . . .
. . . if you are in sales and need to make cold calls:
1. To motivate yourself, make the first call in the morning to a customer already buying from your company - someone you like and you know is a happy customer. Tell yourself that everyone you call that day will be just as happy to hear from you.
2. Plan ahead of time exactly who you will call and why.
3. Write down your main objective for each call, so you will know what you want to accomplish with each call.
4. Write down second and third objectives in case the first objective doesn’t work out. This way, no call will be a total loss, unless the person you call is not available.
5. Set a goal for each day – the dollar amount you want to sell for the day. Using a black magic marker, write that number BIG on an 11 by 17 piece of paper and tape it up on the wall where you can see it clearly.
6. If you do experience rejection and/or objections you are not able to overcome – say this out loud after the call is over: “NEXT.” Meaning: It’s time to move on to the next call.
Clear the slate and make the next call on your list. Tell yourself that the person you just called was NOT rejecting YOU personally or your products. Tell yourself they are having a bad day and probably are not feeling well. Then, make the next call.
It is amazing what can happen after you tell yourself that you like the people you call and that they will be happy to hear from you. After all, your company is reliable and your products and services are the best, right?
After you plan ahead, write down your objectives and put your sales goal up on the wall, you’ll find your attitude will improve, your voice will sound better and customers will be more receptive.
And remember what the successful entrepreneur, Mary Kay Ash, said: “If you think you can, you can. If you think you can’t, you are probably right.”
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