Ask questions that will elicit positive responses. Doing so, puts your prospect in a naturally receptive frame of mind. Calling a lead is not meant to be a monologue. Include them in conversation. Get to know them and their hot buttons. What this means is if your business sells safe and educational children's toys at wholesale prices, find out if your prospect is a mother or grandmother of young children. Ask them if they're concerned with their child's education and safety. Ask them if they've ever wanted to give their child a toy they knew would help with their child's development and wouldn't cost an arm and a leg.

Be thankful for immediate No's! Personally, I'm happy when someone says No right off bat. That simply gives me more time to spend with receptive individuals. Don't waste your time trying to convert No's. Thank them for their time, hang up phone and say, Next!

Here's a big secret for those who are calling prospects to set up presentation appointments! If your lead ever says to you, "This doesn't sound like it's for me", you've said too much and haven't kept your purpose in mind. If what you have to offer requires a presentation in order for individual to understand, do not try to explain it on your initial call. It's impossible to explain something that takes 15 or 20 minutes to present. Your purpose is to set appointment - that's it! If they ask you to explain it, tell them you're on your way out door but you'd love to schedule a better time to tell them everything you have to offer!

Again, if you're calling to set up presentation appointments, confirm appointment by email or call and leave a reminder message before actual appointment. Ask your prospect to contact you if he or she is unable to attend.

Finally, if your prospect is not responding in manner you'd like (i.e. being rude, belligerent or argumentative), cut conversation off by saying, "I'm sorry, this doesn't seem to be something you're interested in at moment. Thank you for your time." Remember, you are not at mercy of your prospects and you should never have to tolerate someone's rudeness or lack of respect.

I hope that you've realized by now that calling prospects, when done properly, is not an intimidating task at all. It will become quite relaxing and you'll have a lot of fun talking to people from different parts of country!

Good luck and don't forget to smile!