6. Know the goal of your conversation
The questions you want to ask yourself are: When I hang up the telephone what do I want to have accomplished? What agreement do I want from my prospect today? For example: If you are making calls to set an appointment, then the goal of your call is the appointment. It is not to close the sale. That, of course, is your ultimate goal, but it comes much later in the process. Very few sales are accomplished in one phone call. Make your call with your goal in mind. Say enough to accomplish that goal and save everything else for later conversations. Then repeat the process.

7. Ask for what you want
The biggest mistake that I see time and time again is that prospectors do not ask for what they want. Once you know the goal of your conversation, (see #5 above) decide exactly how you are going to ask for that goal. Create a script so that you can clearly and succinctly ask. Your prospect will not read your mind, guess or offer. You must ask. I have seen clients double and triple their results simply from starting to consistently, in every single phone call, ask for what they want.

8. Have fun
This is not life or death-it's only a 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!

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