From Cowardly to Courageous - How to Succeed at Cold Calling

Written by Jim McCormick

Continued from page 1

When you’re cold calling, you will experience rejection. It is unavoidable. Here isrepparttar important thing to keep in mind: It is not about you! Your prospect is not rejecting you. They are rejectingrepparttar 127332 product or service you’re offering.

They may just not need it right now. Or they may be so overwhelmed with challenges, they just cannot focus on what you’re offering and have to say. They’re not rejecting you! They don’t even know you.

Rejection is a part of life. So is occasional sub-par performance. I have walked away from many skydives very disappointed with my performance. But you have to shake it off and keep going. If I allowed my disappointment to get to me, I would eventually stop jumping. And that would deprive me of something I truly love.

It is similar with cold calling. If you allowrepparttar 127333 rejection to get to you, it will profoundly impact your effectiveness. When you getrepparttar 127334 “nos,”repparttar 127335 terse responses, or evenrepparttar 127336 hang ups - you have to be able to say to yourself, “Oh well, their loss. I’m sorry they’re not able to take advantage ofrepparttar 127337 wonderful product or service I am offering right now. But I am going to keep calling to find people who can” - and mean it.

Step 4 - Acceptrepparttar 127338 Fear - Then Move Through It

No one likes being rejected or hearing “no.” That is normal and okay. It is easy to allowrepparttar 127339 desire to succeed lapse into a desire not to fail - which can then lapse into fear.

Don’t worry. Being fearful of rejection or failure is common and appropriate. What is important is that you not play games with yourself. Ifrepparttar 127340 fear is there, don’t try to convince yourself it’s not. Don’t deny it.

Until you acceptrepparttar 127341 presence ofrepparttar 127342 fear, it’s in charge. When you accept its presence andrepparttar 127343 fact that it is likely effecting you - you take a great deal of power away fromrepparttar 127344 fear.

I have had to learn this lesson thoroughly in order to succeed as a Professional Exhibition Skydiver. If I had not learned to acknowledge and accept my fears, there is no way I could have successfully jumped into small landing areas onrepparttar 127345 middle of large cities or sporting events with audiences of over 100,000. (If you would like more information in this method of fear management, seerepparttar 127346 article called You Want Me to Do What? - Risking to Win at So, accept thatrepparttar 127347 fear is there and that you’re are experiencing it. Not doing so will hold you back.

Step 5 - Keep Dialing

You build momentum with each call. When you stop dialing, you lose it. Set things up so you have plenty of prospects to call before you get started. Do your research in advance. When it comes time to call, do it with a vengeance! The sooner you makerepparttar 127348 next call, regardless of whether it is a sale or not,repparttar 127349 better. You build momentum. One sale will lead to another.

Ifrepparttar 127350 last call was not a success, it is even more important to pick uprepparttar 127351 phone right away. The longer you wait,repparttar 127352 more likely it is to get to you.

Get Started

Cold calling will always be challenging. But you can make it more pleasant and be more successful at it by following these steps. Now get started. The soonerrepparttar 127353 better! It’s time to leaverepparttar 127354 plane!

© 2004 Jim McCormick

Right to publish or post this article at no cost is granted provided copyright is attributed to Jim McCormick andrepparttar 127355 above information aboutrepparttar 127356 author is included in its entirety.

Jim McCormick is an MBA, former corporate Chief Operating Officer, three time skydiving World Record holder and was a member of an international expedition that skydived to the North Pole. More information is available at and 970.577.8700.

Five Phrases to Avoid during Your Next Sales Presentation

Written by Charlotte Purvis

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“We never make a mistake.” You might not say it that bluntly but you might imply it with your praises, your promises, and your passion. Onrepparttar other hand, you don’t want to dwell onrepparttar 127331 mistakes you and your company have made. If they ask you about reliability of your product, tellrepparttar 127332 truth. Focus on what you do to make things right when things go wrong, your clients’ comments about your recovery strategies, and your commitment to excellence. Every organization has challenges. It is how you respond to those challenges and your customers’ concerns that can help you stand apart in your industry.

“We’ve just always done it that way.” So they’re asking for something you’ve never tried before. Just because you haven’t tried it doesn’t mean you shouldn’t. Isn’t it true that many ofrepparttar 127333 best ideas come from customers and clients? Probe for more of their ideas. Tell them about something else you currently do that was first done to meet another client’s needs. Most of all, thank them for their creative ideas and suggestions. When your organization decides that this really is a good idea, send them something special. If their idea is something you can’t implement, then still help them find a reasonable solution. After all, you are there to listen, learn, and help them find solutions.

Charlotte Purvis is an award-winning communications coach, based in Durham, North Carolina. For over 16 years, she has been a coach to salespeople and other professionals as they prepare for upcoming presentations in person, via teleconference, and on the telephone. Charlotte “meets” and coaches most of her clients by telephone, conference call, and videoconference. 4201 University Drive PMB535.

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