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