1. Definitions for Sales 101: Features–facts, specifics, traits and characteristics. The most important aspect of a Feature is that no one cares. Your prospects are interested in Benefits. Always lead with a customer-centered benefit.
2. 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.
3. A cold call is not life or death. If someone says ‘no’ to you, no one will die. You will not destroy your life or that of innocent passers by. Your company will not fold; the world as we know it today will not come to an end. It is only a phone call. Loosen up, be creative, and have some fun with it.
4. Never use the word ‘appointment’ when trying to set one. Instead, use the word ‘meeting.’ ‘Meeting,’ sounds more professional and more important. ‘I would like to meet with you…’
5. Be yourself. Be genuine. No one wants to deal with a phony. It is okay to simply be yourself, selling a product or service in which you believe. Prepare, so that nothing will surprise or stop you. Continue being a thinking human being. Listen actively. Focus on the conversation you are having with your prospect and only on that conversation.