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 what you need to learn about what you sell. Determine what sales skills you are lacking. Then, take steps to learn what you need to know. Ask questions, attend seminars, read books, talk to colleagues… Do everything that you can think of to get the information you need to be effective.
3. Eliminate ‘negative noise’ in your head. When you find yourself thinking negatively–stop. Replace those thoughts with positive ones.
4. 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.
5. 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.
6. 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.
7. 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.
8. 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…’
9. 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.