The Phone Awaits

Video Link
Not many people work the phone harder than Jerry Maguire. We do live in a cynical world, and we do work in a business with tough competitors.  Phone calls are a big part of it.

Is your Android staring at you?  Does the iPhone mock you?  "I dare you to make a call!" - you might hear that smart phone making fun of you.  No matter the experience level, sales professionals all struggle with making calls routinely. Some days it's easy; many days it is a challenge.  Whether you call it  "The Hour of Power," "Dialing for Dollars" or "A Core Workout" - consider these tips to keep you on track:

• Be Organized: have your database open, phone numbers handy, and be ready to take notes.
• Define the Purpose: every call has a reason, know what yours is by writing it down before making the call. 
• Timer: you're working and time is money.  Try to keep most calls to 5 minutes or less. Be friendly and efficient.   
• Energy: schedule the daily call session at a time when you are normally energetic.  Take a quick walk, stretch a bit, and a few deep breaths before you start to raise your energy level. However, don't pant - that freaks people out on the receiving end :) 
• Visualize: before you dial, visualize your contact and imagine a very successful call. See it in your mind, grasshopper. Really, it's powerful. 
• Transfer feeling:  make your contact feel valued, appreciated, and important.  You know everyone wears a sign that says, "Make me feel special." Maybe you won't get a business result, but we can't go wrong by making someone's day. 
• Keep balanced: work your way up to ten calls daily, usually in sixty minutes.  When you reach that level, keep it there.  Rather than burning out in a few maximum sessions, finish with a little gas in the tank.  Better to have enthusiasm for the next session than exhausting the dialing fingers in one major event.