1. Ask for what you want! All your hard work is worth nothing if you do not ask for what you want. Do not expect that your prospect will know what you want, or guess what you want, or offer what you want… It is your job to ask, clearly and precisely.
2. Ask a few friends or colleagues to listen to the tape of your script. Ask them to evaluate it by the following criteria: Listen for warmth and passion in your voice. Do you sound interesting? Convincing? Confident? Is your speech clear, professional and pleasant? How is the rhythm and pacing of your speech? Do you sound angry, tired, tentative or bored? Is your speaking voice nasal, a monotone or singsong? Do you speak too fast or too slow? Do you mumble? Compare your friends’ or colleagues’ evaluations with your own. This way, you will know how others perceive you. It may be different from your self-perception. Work on improving what you may need to improve. Try to work on just one element at a time. Otherwise, it can be overwhelming.
3. 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.”
4. Next step: Practice your script out loud. You want to get comfortable with the language and what you are going to say. Role-play with a friend or a colleague to make sure that your responses to questions and/or objections are right on the tip of your tongue.
5. After you have done all of the above homework, then (and only then) start making your calls.