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BECOME AN ULTIMATE SALES GURU!
- The more enthusiastic you are about what you do will always result in greater contact ratios. This means that more prospects will not only speak with you, but your conversations will be more engaging. Furthermore, you will get more callbacks from voice mails that you leave with sales prospects. Focus on always having a "Positive Mental Attitude."
- Understand that cold calling is not about making that instant sale. You need to understand that cold calling for new business is a 360 degree process.
- A vast majority of your sales will have begun when your prospect originally told you no (i.e. I'm not interested.)
- Go back to everyone that told you "NO" two years ago and follow up with them. There is nothing more well-respected in this world then good 'ole persistence.
- Can't reach your prospect? Just left them a message? Send them a letter in the mail OR visit their office in person! Remember, it's harder to tell someone NO in person than on the telephone!
- Ask for the sales meeting right away! Once you open the sales call and state the reason for your call (Remember to always be enthusiastic - Attitudes are CONTAGIOUS!) then immediately ask for availability as to when you may visit their office.
- SHUT UP AND JUST LISTEN! I know sometimes it's hard not to say anything, but let your prospect speak.
- Before you pick up the telephone to call a prospect do a minute or two of research. Grab something from their website (i.e. a slogan or a news article) and incorporate it into your conversation.
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