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Develop Call Courage

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You'll always miss 100% of the shots you decide not to take. - Wayne Gretzky 

Right from the start, you want to eliminate timidity, hesitancy, and apology from your manner and speech. Here's something from Shakespeare that has helped us over the years: "Our doubts are traitors, and make us lose the good we oft might win by fearing to attempt." And it was Goethe who said, "Boldness has genius, power and magic in it."

You'll learn to cope with call reluctance and to build call courage by following these suggestions:

• Stay sold on what you are selling. The stronger your belief in what you are selling, the more likely you are to project yourself as an intelligent, informed, competent professional.

• Saturate your mind with positive, upbeat feelings. Tell yourself you're enthusiastic, effective, prepared, and persuasive. Take these "mental vitamins" regularly and you'll be able to trigger favorable responses.

• Learn your lines. Prepare yourself technically. Know your product. Prepare so that your presentations are as natural as your breathing. Knowing all about your ideas and learning your lines gives you a competitive edge. It builds your persuasion power - your call courage.

• Focus on the rewards of success. Your next call can result in a sale that can change your entire week or month - even your year or career. Feelings follow thought. Act the way you want to feel.

• Remind yourself that most people are nice people. Prospects often fail to show they are nice during the early minutes of an initial contact. This is especially true of first-time buyers. New prospects are often tense and nervous and act a bit "abnormal" - as though they aren't too nice. This is an even stronger reason for you to stay in control and remain poised and confident. Let prospects key off of your attitude - never key off of theirs.

• Take the pledge. Memorize the following pledge: I will never begin talking to a prospect on the telephone, in a seminar, or on an interview until I have written out my script, rehearsed and learned the lines so they can be expressed naturally, conversationally, and persuasively.

Call courage must be developed if you are to succeed in selling. You must conquer call reluctance. Act courageous! Do the thing you fear - and do it now!

2020 - When Dreams Become Reality!

Kinder Brothers International


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