The clocks strikes 9 and it occurs to you: this is the time you have scheduled to jump on the phone and make a few prospecting calls. But as you pick up your iPhone or walk over to your hands-free headset the butterflies start to flutter. Why does this have to be so difficult?

Even if you have done it for years, selling over the phone can be an intimidating task. Don’t fret though, the following three-part series is designed to make this daunting endeavor a little easier. Before you know it you will be selling over the phone like a pro and those butterflies will flutter away for good.

  •         Determine your purpose

Don’t even dream of picking up the phone and calling a prospect until you have a goal in mind. Ask yourself “Why am I making this phone call?” If you don’t clearly define your purpose in your own mind, how do you expect to express yourself to your potential patron? Write down the objective of each of your sales calls and really let it sink in. Whether you are trying to just make initial contact or you want to close a big money deal, make it crystal clear.

  •         Schedule an effective time and stick with it

When do you normally make your sales calls? This may seem trivial but it’s actually one of the most important factors to consider. So when should you commit to making your calls? Well research shows that contacting customers between the hours of 8 to 10 AM or 4 to 5 PM are the most fruitful. Clear your schedule and kick procrastination to the curb. Avoid making excuses to skip making calls and stick with it. You will thank yourself when you land that big client.

  •         Be organized

Before picking up the phone and dialing your first prospect, make sure you have everything you will need right in front of you. Fumbling around for information while talking to a prospective client is not a good look. Try to anticipate questions and practice giving successful answers. It’s a guarantee that your client will have plenty of queries, some of which are designed to trip you up. If he asks for testimonials from your current customer list, what do you say? If he asks about payment terms and is interested in a unique repayment structure, what do you say? Be prepared. Again, have these questions and answers easily accessible, but try to practice enough so that the information you have jotted down is for reference only. When it’s time to make a call, log into your laptop, prepare pertinent points and have a call script on hand. That will lead us to the next point… the all-important call script.

Part 2 we will delve deeper into crafting the perfect call script. Stay tuned.