Cold Calling Tips from the Queen of Cold Calling

1. Give yourself breaks when you need them. Get up and stretch. Take a brief walk. Drink plenty of water, so that you do not dehydrate.

2. Determine the benefits of what you are selling. That is the ‘what’s in it for me’ from your prospects’ point of view. ‘People want quarter-inch holes, not quarter-inch drills.’ Focus on the benefits, and talk about the benefits.

3. Most sales are made, on average, after the seventh contact with a prospect. These contacts can be by phone, e-mail, fax or letter. Most sales people give up after three or four contacts. If you do that, you are leaving cash on the floor behind you.

4. When a prospect puts you on a speakerphone, try whispering. They’ll more than likely pick up the receiver, so that they can hear you.

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