Your goal in finding the answer to the prospects' problems is to find the pleasure they wish to gain or the pain they wish to avoid. When you stop treating the prospect like a paycheck, and put their needs first, you will be on your way to earning more money than you can imagine.

I think most of us were taught and have gotten into the habit of treating prospects as superiors and as a result we tend to do whatever is convenient for prospects and otherwise kiss up to them. As time goes on and I work with more salespeople, I'm realizing that this idea of being powerful really overrides everything else, and once you can pull it off, it overshadows everything.

Learn how to make cold calling work for you and your business with these 8 tips for becoming a confident and successful cold caller.

There is nothing worse than going through your entire presentation, getting the buyer all excited and they say, "That sounds great; however, I can't make a decision until I talk to my partner. Can you come back next week and do this again?". Gently suggest that it might make sense to come up with a way to get the decision maker involved with the proposal.

Rudimentary sales techniques such as cold calling will be more effective for simple sales. Something more sophisticated, however, will be required for the complex sale. If you are involved with long sales cycle products or services, you need to have more than a business card and brochure on your side.

Sales calls propel sales reps to financial freedom. Break down your sales call and create messages that engage prospects and close sales. Prospects decide in the first few seconds of a call whether or not you are credible and worthy of their time. Be prepared with a cold call script that works!

You have a prospect who's not committed, so what do you think the chances are you will be able to close the sale? You don't have to waste your time with prospects that aren't absolutely committed to making a change RIGHT NOW! Make sure to stay in touch, or call them back when you say you will.

Deal or No Deal?

How To Close Sales When Prospects Call

Small business owners can lose revenue if they're not prepared to close a sale every time they answer the phone. Learn how to transform a prospect's phone call into a closed sale with a happy new customer. Use these three tips to turn phone inquiries into closed deals.

To help you to get and maintain the right sales attitude here are 7 tips that will help you to be a more confident and successful cold caller!

Today as you face a day of cold calling or prospecting, I hope that you, too, remember the crucial lesson I learned all those years ago. That no matter how discouraged you get when cold calling or prospecting, never give up - because the very next phone call you make can change your day, or your career.