| 1.) In order to succeed in sales, you must believe in the | | | | product or service provides-they are buying it. |
| worth, value and desirability of your product or service. | | | | Therefore, they need you or someone just like you to |
| Before you can ever convince someone else to buy, | | | | provide that benefit or value. |
| you must first "buy into" the value yourself. | | | | 6.) If you have a new product or service that could be |
| 2.) If you believe in the value of your product or | | | | of benefit to your customer, something that might save |
| service and you believe that it is of value to your | | | | them time or money, and they are not aware of it-you |
| customers, then you are coming from integrity. Your | | | | have an obligation to tell them. By simply picking up the |
| integrity, personal and professional, and the integrity of | | | | telephone and letting your prospect know about the |
| your product or service is the cornerstone of making | | | | benefits of this new product or service, you are doing |
| introductory calls, and indeed of the entire sales | | | | them a tremendous service. |
| process. | | | | 7.) The emotional "baggage" you bring along with you |
| 3.) Examine your business, product or service and how | | | | (and everyone has it) influences your attitude, which |
| you see yourself in relation to your business and to | | | | you then project in conversations with prospects. Your |
| your clients or customers. Does your product or | | | | prospect can hear if you feel unsure, afraid or |
| service provide a benefit? Do you believe in the value | | | | uncomfortable, in the same way that you can pick up |
| and benefit of your product or service? Are you doing | | | | those uneasy feelings when speaking with someone. |
| the best you know how to insure that your customers | | | | 8.) On some level, you can help create the attitude of |
| get what they need? What is your intent toward your | | | | the person to whom you are speaking. If your |
| customer? | | | | expectation is that your call will be unwelcome, this will |
| 4.) Recognize that you are a reputable person with | | | | make you anxious and tentative. Your prospect will |
| integrity, representing a beneficial product or service. | | | | pick up on that, and it will be likely to make her less |
| You are, in fact, providing an important product or | | | | receptive to you. If your expectation is that you will be |
| service to your clients or customers-one that they | | | | well received, your prospects are more inclined to |
| want. | | | | listen and respond favorably. |
| 5.) Frequently, salespeople feel that they need their | | | | 9.) The intent of an introductory call is |
| prospect or customer more than the prospect or | | | | communication-two-way communication. You want |
| customer needs them. If your prospect is already using | | | | your prospect to hear you, and you also want to hear |
| a similar product or service, they want the benefit that | | | | them. |