1. Listen for the “yes.” Far too many people focus on the rejection. Occasionally there is rejection, but frequently what you think of as “rejection” is really your projection and anticipation of being rejected. Start to think about your calls in a different manner—focus on the “yes’s” and leave the “no’s” behind.
2. Part of the process of making introductory calls is simply numbers. The more introductory calls that you make, the more success you will have. If you have only one prospect to pursue, that prospect becomes overwhelmingly important. If you have hundreds of leads, no one prospect can make or break you.
3. Few things are more terrifying than the unknown. The fear you create for yourself is far worse than the reality of introductory calling. Once you start making telephone calls and continue making telephone calls, it gets easier. You overcome fear by doing.
4. Prepare for introductory calling the way you would for any major presentation. Know what you want to say, how you want to say it and how you want to represent yourself, your company, your product or service.