Introductory prospecting – Make It Positive!

  • When you are making introductory calls, focus only on making introductory calls.

  • Don’t try to get anything else done during that time.

  • Determine ahead of time your schedule for making calls, and do it.

  • Close your office door.

  • Don’t take any calls; just make phone calls.

After a successful call, keep calling! Your energy and enthusiasm will be higher–it will translate to even more success.

A Tip On Your Voice
Make the inflection at the end of every sentence go down–even if you are asking a question. When people are nervous, they tend to turn everything into a question, with an upward inflection at the end. Your prospect will read this as you being unsure. Correct that by deliberately lowering your inflection–your prospect will read you as strong and confident.

Give Yourself Rewards
Make introductory calling into a game, and reward yourself when you succeed. For example, for every ‘yes,’ put a dollar (or $2 or $3–it’s your game) into an envelope. At the end of the week, take the money and treat yourself–even if it’s only an ice cream cone!

For more guidance on prospecting, go to

About The Authour

Wendy Weiss is the creator of the Salesology® Prospecting Method that generates predictable sales revenue. She is an author, speaker, sales trainer and sales coach and is recognized as a leading authority on lead generation, new business development and sales.

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