1. Salespeople frequently are told to be “enthusiastic,” but merely forcing enthusiasm will make you sound phony. Enthusiasm comes from within. It comes from integrity, believing in your product and/or service and being real. If you believe in what you are selling and are prepared, you will not sound phony.
2. Projection is when your prospect says something and you hear something else. It is vitally important not to read extra meaning into statements made by prospects. Remember, your priorities and those of your prospect are not the same. Your number-one priority, of course, is getting in the door and, ultimately, making the sale. But that is not your prospect’s number-one priority.
3. It is important to separate yourself from whatever the prospect (or her secretary) says. When you hear from the secretary that your prospect is “not available,” “on the phone,” “in a meeting,” “out of the office”… this does not translate to: “My prospect knows that I am calling, and she does not want to take my call.” “She doesn’t like me.” “She doesn’t want to buy from me.” “She doesn’t want my product/service.” “She hates me.”
4. When making introductory calls, focus on the “yes’s” and not the “no’s.” If, for example, a prospect tells you that she is not the decision-maker, this is not a “no,” and it is not a rejection. She is not the decision-maker. Most of the time, she will tell you to whom you should be speaking-and that is a “yes.” She’s helping you. If your prospect does not use your type of service, that is not a rejection. She does not use your type of service. All the common objections-“I’m too busy…” “Send me literature…,” etc.-are not necessarily rejections. Looking at introductory calling from this perspective will give you many “yes’s” and very few “no’s.”