Your phrasing “psych myself up” is critical to ongoing success in cold calling.

When talking face-to-face with prospects the majority of sales professionals learn

skills that eventually become automatic — seemingly instinctive. Sellers choose

body posture and words that will impact the prospect’s psyche in a way that is

favorable to buying and/or leaving the door open for another conversation about

buying.

When it comes to cold calling, however, the need to learn a new set of skills is

rarely considered. Then, on the magical day when the light bulb goes on and

sellers clearly see the need to learn about cold calling – then and only then do they

give themselves the option of “psyching themselves up”. There is a genuine need

for we who cold call to “sell ourselves” on the possibilities waiting for us on the

other end of the line!

Thanks for your comment. My next stop is your blog!

When a string of rejections starts to make me want to avoid the phone, I take a break and psych myself up by telling myself that there is someone out there that both needs and wants my product. I need to get through all of the rejections so that I can reach this next “yes” and solve their problems for them.

This seems to give me an amazing boost of energy. Somewhat coincidentally my next call generally IS a “yes”!

- Dr. Jim Anderson
The Accidental Negotiator Blog
“Learn The Secrets To Successful Sales Negotiation – Close the Deal Every Time!”