1. When speaking with your prospect, tailor your pitch to their concerns. This process is about your prospect, not about you. Remember that people buy for their reasons, not yours.
2. Do not get defensive with your prospect or take things personally. This is not personal; this is sales. A ‘no’ is not a personal rejection. You have no way of knowing exactly what is going on with your prospect. She may simply be having a bad day. You could call her again in a couple of months, and her situation and attitude may have completely changed. If someone does say ‘no’ to you move on -make another telephone call.
3. The biggest mistake that you can make when prospecting for new business is to stop. There is no new business without prospecting. The more calls you make, the more success you will have. The more doors you open, the more sales you will close. Keep calling.
4. Stop making ‘cold’ calls (too scary!) Instead, think of this process as making ‘introductory’ calls. You are calling to introduce yourself, your company, your product or your service. You introduce yourself frequently for business and in your personal life. It is not a big deal.