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Got Attitude? It's the Secret to your Cold Calling Success!

     A positive attitude is the key to a successful life. Your demeanor determines whether you to win or lose, whether it's a business negotiation or a job interview.

     If you were to ask me what I believe is the biggest secret to cold calling, I would have to say that it is your attitude. With all of the cold calling techniques that I can offer you, your success depends primarily on a positive approach. Your passion for sales, and specifically cold calling, is of the utmost importance. Go in with a negative attitude, and you are sure to fail.

     Sales is what makes the world go 'round. Every single business is selling a product or a service. Even if your job title is not "sales person," or if you don't consider yourself to be "in sales," I suggest that you think again. From the CEO on down to the telephone operator, you are all selling the company all of the time. You are selling every time you pick up the telephone. It's the way you answer the phone; the tone in your voice, your confidence level, and what you say or don't say. It is all selling.

     A great way to develop a good sales attitude is by educating your prospects. If they knew what you knew about your product or service, they'd buy, right? So, if you go in believing what you are selling is of the highest quality, and that it can serve the buyer's needs, you are bound to succeed.

     Your attitude can help you to get past the gatekeepers. When the screen asks, "Who's calling?" - in addition to giving your first name only (implying that the prospect knows you), it is the tone in your voice that will get you through - that is, your attitude. You should sound authoritative, and somewhat impatient, as if you have absolutely no time to waste and that the screen should put you right through. The screen does not want to offend you or the person for whom she is screening the call, so your persuasive demeanor will persuade her to put you through.

     After you get past the screen, and finally get the prospect on the phone, you should present yourself as the expert in your industry. You need to convince her that your product or service is the best in the business, and that she'd be crazy to do business with anyone else but you. This confident attitude helps to convince your prospect that she is working with someone who has all their T's crossed and their I's dotted, and that you have their interest at heart.

     So, check your attitude. Is it positive? Confident? Authoritative? Persuasive? Do you believe in what you are selling as well as yourself?