by Wendy Weiss
What can strike terror into the heart of even the most successful sales professional or MLM entrepreneur? What can crush self confidence, destroy self esteem and leave even the most seasoned prospector quivering with humiliation and defeat?
The Terror of Cold Calling.But fear not! Here are:
Top Ten Tips for Terminating MLM Telephone Terror!
1. Make telephone calls
Few things are more terrifying than the unknown. The fear you create for yourself is far worse than the reality of cold calling. Once you start making telephone calls and continue making calls, it gets easier. You will overcome your fear by doing.
2. Make a lot of telephone calls
If you have only one prospect to pursue, that prospect becomes overwhelmingly important. If you have hundreds of leads, no one prospect can make or break you. The more calls you make, the more success you will have.
3. Prepare
Prepare for cold calling the way you would for any major presentation. Know what you want to say, how you want to say it and how you want to represent yourself, your company, your product or service. And, most importantly, know the goal of your telephone call.
4. Practice
If you are new to MLM cold calling or uncomfortable with cold calling, practice your pitch out loud. Role-play with friends or colleagues. Practice various sales scenarios. This way you will not have to worry about what you are going to say, you will be prepared and you can focus in on your Network Marketing prospect.
5. Start with less important leads
It will be good practice and less stressful. Once you feel more comfortable, start working on the more important leads.
MLM means CALM DOWN! 6. Stay CalmYou will, for the most part, be talking to people who will appreciate your call. If a prospect is rude, remember: don’t take it personally. They may just be having a bad day. Move on.
7. Realize your priorities and your prospect’s priorities are different
You want an immediate “yes”…your prospect on the other hand may want to finish a report, finish a conversation, start their vacation….etc. Be very careful not to read negative or extra meaning into early conversations with your prospect or your prospect’s secretary.
If, for example, your MLM prospect’s secretary says that your prospect is “on the phone,” “in a meeting,” or “out of the office,” that does not translate to, “My prospect knows that I am calling and is avoiding me.”
Wendy Weiss, The Queen of Cold Calling, is a sales trainer, sales coach and author specializing in cold calling and new business development. You can learn more about Wendy by going to her website at wendyweiss.com and be sure to sign up for her newsletter for more tips on cold calling.
8. Accept that some things are out of your control
If a prospect says “no,” ultimately, that is out of your control. But what is within your control is continuing to prospect and continuing to make calls. It is also within your control to improve your cold-calling skills, attend seminars, read books or hire a trainer — fewer prospects will say “no.”
9. Play Arlene’s game
The object of Arlene’s game is to focus on rejection. The goal is to reach 100 points. You get 1 point for every rejection. Give yourself 1 point for every “no” answer. If your prospect says “yes,” that’s a bonus! Focus on acquiring points. The more calls you make, the more points you acquire. When you reach 100-You Win! Give yourself a prize!
10. Have fun!
This is not life or death — it’s only a Network marketing cold call. The fate of the world does not rest on you and your telephone. You will not destroy your company or ruin your life if a prospect says “no.” Loosen up, be creative, have some fun!
Blessings…
doug Firebaugh / PassionFire Intl http://www.passionfire.com
© 2005 PFI / all rights reserved
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