Cold Calling Tip #3 - What Did I Learn

The fear of cold calling, prospecting for leads, can be over come by learning the objections, writing them down, preparing a great response to each objection and then practicing the responses. This sounds like common sense and it is but, like most common sense ideas, they require execution.

There are two great helpful hints to over coming the fear of cold calling in this tip. The first is that you learn the objections from each call you make. This means that you go into every call not with the objective to sell something and deal with the fear of rejection but rather with the objective to learn and improve. This mind set allows you to look at every call in a more positive and rewarding attitude. Therefore every call is now a successful call.

Secondly, if your call ends with no appointment then what did I learn from the call. What objections did the prospect have and how did I respond? How could I have answered the call differently? Write down the objections immediately after the call and then think about a better response you could have given if you had the opportunity to conduct that call again. Do some research if necessary to prepare a better response. The internet, your product marketing material, your existing clients, etc., can all contribute to crafting the perfect response. Once you have crafted the perfect responses then practice out loud.

The use of a digital recording device is great. Replay it, evaluate it, correct it, record it again and again, and again, honing your response until you don't have to think about. When you reach the point where you can respond to each objection automatically without thinking about your response then you are ready. You are now ready to try out your new skill on the next calls. In a week or two you can even try out your objection handling on the prospects you first learned the objections from. Always remember that any prospect worth calling on once is worth calling on again.