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Top 10 Secrets: Finding Your Comfort Zone

Cold calling has never been known to make anyone feel comfortable. However, to be effective you need to feel as stress-free as possible. If not, it will come through in your voice, and hinder your success. Here are 10 helpful tips:
  1. Motivate Yourself: Determine what motivates you: money, the thrill the sale, or if you are simply fortunate enough to be a "people person," who enjoys swaying prospect to your way of thinking. Perfecting your motivation reduces your fear or reluctance of cold calling and boosts your confidence level.

  2. Sell With Integrity: Don't let it appear that your only focus is to make a commission/fee from the sale. Keep your prospects welfare in mind, and you'll have a win-win situation. In other words, treat and care for your prospects as you would have them do unto you.

  3. Make A Commitment: Cold calling takes a lot of stamina; it isn't something that should or could be done for 8 hours a day. If you do, you'll be sure to burn out quickly. Designate a number of hours and days to cold call - but make sure you stick to it. If you set your goals too high, you can always lower them. Discipline prevents procrastination and leaves some free time to take a well-deserved break without guilt.

  4. Take a Break: For every hour of calling, take a 10-minute break. You'll come back refreshed, and you'll guard again fatigue, repetitive motion damage to your wrists, neck and eyes.

  5. Use a Telephone Headset: Free hands allow you to speak with gestures (if you're inclined), totally expressing yourself and holding your prospect's interest. Free hands also allow you to take notes, drink a cup of coffee or walk around the room. In fact, performing on your feet reduces anxiety, and also helps you to express yourself even better.

  6. Think of Yourself as an Equal: Talk to your prospect as if she was your peer or contemporary. You don't want to sound as if you're in the "asking" mode; rather, you should sound like an expert with something of value to offer.

  7. Build Up the Momentum: The more calls you make, the more success you will realize. As your energy builds, it will motivate you to make more and more calls, followed by more and more appointments.

  8. Set up a Comfortable Workplace: Your desk, and especially your chair, should be ergonomically correct. That is, your desk should be the right height, usually about 29 inches high, and your feet should touch the floor comfortably. Your chair should have armrests and its back should support the small of your back.

  9. Track Your Prospecting Efforts: It is beneficial to know how many calls you've made, and to know the amount of time it took you to make them - it'll give you a sense of accomplishment. So, keep a record.

  10. Don't Start Cold: Prepare yourself on Sunday evening, not only for Monday, but for the entire week. You'll start out more self-assured, and you'll be ahead of your competition who may not be as organized as you are.