Getting in the "zone" before telemarketing.

31 replies
Hello All,


I've recently found myself in a rut and haven't been making cold calls (by phone) the way I should. Just wondering if anyone who calls uses any type of positive self talk, pep talks or pre-call routines to get them in the zone right before calling. I'd love to get some new ideas to help get me back on track. Any help would be appreciated.



Thanks
#telemarketing #zone
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  • Profile picture of the author OptedIn
    Originally Posted by Just Curious View Post

    Hello All,


    I've recently found myself in a rut and haven't been making cold calls (by phone) the way I should. Just wondering if anyone who calls uses any type of positive self talk, pep talks or pre-call routines to get them in the zone right before calling. I'd love to get some new ideas to help get me back on track. Any help would be appreciated.



    Thanks
    Do you have a mailbox in front of your house? Do your bills show up in it?

    What more do you need?
    Signature

    "He not busy being born, is busy dying." - Bob Dylan • "I vibe with the light-dark point. Heavy." - Words that Bob Dylan wishes he had written.

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    • Profile picture of the author Ron Lafuddy
      Originally Posted by OptedIn View Post

      Do you have a mailbox in front of your house? Do your bills show up in it?

      What more do you need?
      Yep.

      Either you are going to work or you aren't.

      Work, and you make the money to eat and pay bills.

      Don't work, and you starve and go broke.

      All the "mind bubblegum" in the world won't change that.

      Ron
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  • Profile picture of the author Claude Whitacre
    Originally Posted by Just Curious View Post

    Hello All,


    I've recently found myself in a rut and haven't been making cold calls (by phone) the way I should. Just wondering if anyone who calls uses any type of positive self talk, pep talks or pre-call routines to get them in the zone right before calling. I'd love to get some new ideas to help get me back on track. Any help would be appreciated.



    Thanks
    Just agree to make one cold call. And you can stop after one. One is nothing. One takes a minute.


    And after the first call, you find that it's just easy to make that second call...and then you're off to the races.

    I used to do that with cold calls and knocking on doors. Just commit to do one.
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    • Profile picture of the author ryanbiddulph
      Originally Posted by Claude Whitacre View Post

      Just agree to make one cold call. And you can stop after one. One is nothing. One takes a minute.


      And after the first call, you find that it's just easy to make that second call...and then you're off to the races.

      I used to do that with cold calls and knocking on doors. Just commit to do one.
      Good old success momentum at play here.
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      If you want to become a full time blogger you can buy my eBook here
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  • Profile picture of the author John Durham
    Just set your mind up to give every person who answers the phone a sincere loving hello. Endeavor to love every person who speaks to you and bless them with your energy, whether they have time to talk or not. Og Mandino even says to non verbally say " I love you" to them, from behind your eyes. You will feel good as you sense the lift in other's energy as you do this, and it will keep you going. Then watch as magic begins to happen shortly after. It can be an exercise in not only selling, but blessing people, and you will anticipate the positive feeling of doing this. Simply greeting people with love. Do it long enough and someone will say " hey, I'm glad you called, I was just thinking of this the other day...". There is no reason to be insecure about calling someone up and offering yourself as a resource for them, with the true intention of being a help. Take it from a guy who has made over 800,000 cold calls on the phone. Just be sincere, charm is simply making someone feel better about themselves or their day... Once you are in the door, then sell with the same positive intention. Why dread that? See? No reason.
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    • Profile picture of the author Jessica Ambos
      Originally Posted by John Durham View Post

      Just set your mind up to give every person who answers the phone a sincere loving hello. Endeavor to love every person who speaks to you and bless them with your energy, whether they have time to talk or not. Og Mandino even says to non verbally say " I love you" to them, from behind your eyes. You will feel good as you sense the lift in other's energy as you do this, and it will keep you going. Then watch as magic begins to happen shortly after. It can be an exercise in not only selling, but blessing people, and you will anticipate the positive feeling of doing this. Simply greeting people with love. Do it long enough and someone will say " hey, I'm glad you called, I was just thinking of this the other day...". There is no reason to be insecure about calling someone up and offering yourself as a resource for them, with the true intention of being a help. Take it from a guy who has made over 800,000 cold calls on the phone. Just be sincere, charm is simply making someone feel better about themselves or their day... Once you are in the door, then sell with the same positive intention. Why dread that? See? No reason.
      True at that. Positive energy gets positive results. People know when you are just selling something and when you are genuinely helping them.. and people tend to gravitate towards those who are genuine rather than those who are just in it for the sale. Focus on getting people what they need and eventually sales will keep coming in.
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  • Profile picture of the author GordonJ
    Originally Posted by Just Curious View Post

    Hello All,


    I've recently found myself in a rut and haven't been making cold calls (by phone) the way I should. Just wondering if anyone who calls uses any type of positive self talk, pep talks or pre-call routines to get them in the zone right before calling. I'd love to get some new ideas to help get me back on track. Any help would be appreciated.



    Thanks

    OH, filling in for the Warriors one normally finds in the YA YA, YOU can do it man, Mind Warriors section. A temporary part, I assure you.

    What zone? Success has habits, and after time, success lets his/her habit get them into work activity. It may be, in many ways that which separates folks from those who just do what they have to do, from those who flounder.

    I agree totally with Claude. Make the first call, or whatever needs to be done, then let momentum keep you in a Zone.

    As for my High On Life comment, well, some truth in that too, if you choose a way to make money which is more than a job, is satisfying and rewarding. Reading stories of great salespeople shows they "live in their zone".

    Maybe, or maybe not, time to examine what you are doing and consider some alternatives?

    GordonJ

    PS. Just a thought, but, I wonder what kind of zone a legal prostitute at some Nevada Ranch has to be in. Imagine if she sees some of the Warriors coming up the steps??? Poor girl.
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  • Profile picture of the author Jason Kanigan
    Call reluctance is a real, serious issue and I've been helping people to get past it for many years.

    Here's what I do:

    I remember 'they' can't hurt me. Worst they can do is hang up or I hang up on them because they're behaving badly. Very rare they'll do that.

    I put the first number into the dialer.

    I look away and press the call button as if someone else is doing it.

    The call connects and rings. Someone could pick up. Now I'm committed! I have to show up and do the thing I know how to do--run my consistent sales process.

    If you have a good sales process, people will generally treat you nicely.
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  • Profile picture of the author ryanbiddulph
    Could mean you have outgrown telemarketing? Maybe a warm call approach built on forming bonds with folks before pitching? Just an idea.
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  • Profile picture of the author John Durham
    One other thing.. a manager once showed me a pile of 300 numbers and asked " do you really think there are not three people in that pile who would be interested"? And I knew he was right. There were at LEAST that many. So... My other point is that you have to know those people are there, and no matter how many no' s you get, your excitement is in uncovering those people. You have to dial all the numbers in order to find them all... They ARE there... You are just seeking them out, and being nice to people along the way. Once you uncover one, then have a good sales process ready (pitch) as Jason kannigan mentions , and sell with the same positive inention. They sense your care... And you will make more sales than others through positive intentions and love, even if you have no other sales qualities. That will give you success and you will learn the rest along the way.
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  • Profile picture of the author helisell
    All great advice here and from people who know what they're talking about.

    One thing to consider.

    Do you feel a reluctance to call because you are suffering some rejection?

    I don't know what your numbers are but I'm sitting across from one of my
    trainees. The stats board for him this week looks like this

    Mon dials 261 answered 90 qualified 31 booked for our next step 21
    Tues dials 276 answered 77 qualified 29 booked for our next step 22
    Wed dials 258 answered 82 qualified 36 booked for our next step 25

    On Thurs morning I made a small script change
    Thurs dials 138 answered 55 qualified 27 booked for our next step 22

    That 22 he closed on Thursday was his day's target and on this day he'd done that by lunch time
    and I put him on some other duties.

    With all that in mind, the real question is...how good is your sales process i.e. your script, how good is your targetting, i.e. are the people you're calling the right people.

    Success breeds success [I know you know that] we can all get de-motivated if we are suffering too much failure. Try something new, change a few of the things you say...read some of the books by Claude and Jason....get motivated....try standing up when you call.....what's the worst that can happen?

    Go for it.
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    Making Calls To Sell Something? What are you actually saying?
    Is there any room for improvement? Want to find out?

    Say This Instead

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  • Profile picture of the author uberpreneur
    Hypnosis, affirmations, visualizing success
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  • Originally Posted by Just Curious View Post

    Hello All,


    I've recently found myself in a rut and haven't been making cold calls (by phone) the way I should. Just wondering if anyone who calls uses any type of positive self talk, pep talks or pre-call routines to get them in the zone right before calling. I'd love to get some new ideas to help get me back on track. Any help would be appreciated.



    Thanks
    Maybe you're in a rut because you haven't made any changes in the way you approach cold calling. It can get boring especially if you're working with what seems to be a fool-proof script.

    Try changing things up a little and see if it can improve your sales. Introducing a little risk and reward can be a great motivator.
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    • Profile picture of the author OptedIn
      Originally Posted by John Jonas Phil VA View Post

      Maybe you're in a rut because you haven't made any changes in the way you approach cold calling. It can get boring especially if you're working with what seems to be a fool-proof script..
      Regardless of how good a script may be, it can never be fool-proof as it does require the added dimension of being communicated in an intelligent, energetic and very self-confident manner.

      Try changing things up a little and see if it can improve your sales. Introducing a little risk and reward can be a great motivator.
      If you're working with a script that has a proven track record, the worst thing you could do is change a single word of it. What generally needs to be changed is the attitude, work-ethic and self-confidence of the person delivering it.

      Cheers.
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      "He not busy being born, is busy dying." - Bob Dylan • "I vibe with the light-dark point. Heavy." - Words that Bob Dylan wishes he had written.

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  • Profile picture of the author DarkDark
    Psychological studies have shown that strong body positions boost confidence.

    Take an assertive, dominant stance during the call. If that's not possible, do it before the call.
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  • Profile picture of the author yukon
    You know who's not in a rut?

    People with warm leads.
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    Hi
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    • Profile picture of the author OptedIn
      Originally Posted by yukon View Post

      You know who's not in a rut?

      People with warm leads.
      Still trotting out the "Loser's Credo", eh. lol

      You know who's not in a rut? People who love what they do, are well-trained, self-motivated, success-driven and understand what they signed up for and face life's challenge every single day.

      Yes, you're right. It takes a very rare breed to be a successful telemarketer, but anyone can make excuses as to why they fail - and trust me - it's never about the leads. :-)
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      "He not busy being born, is busy dying." - Bob Dylan • "I vibe with the light-dark point. Heavy." - Words that Bob Dylan wishes he had written.

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      • Profile picture of the author Ron Lafuddy
        Originally Posted by OptedIn View Post

        Still trotting out the "Loser's Credo", eh. lol

        You know who's not in a rut? People who love what they do, are well-trained, self-motivated, success-driven and understand what they signed up for and face life's challenge every single day.

        Yes, you're right. It takes a very rare breed to be a successful telemarketer, but anyone can make excuses as to why they fail - and trust me - it's never about the leads. :-)
        Thou speaketh the truth!
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        • Profile picture of the author OptedIn
          Originally Posted by Ron Lafuddy View Post

          Thou speaketh the truth!
          Thank you, Ron. I am nothing, if not a 'truth-teller.' :-)

          Cheers.
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          "He not busy being born, is busy dying." - Bob Dylan • "I vibe with the light-dark point. Heavy." - Words that Bob Dylan wishes he had written.

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      • Profile picture of the author yukon
        Originally Posted by OptedIn View Post

        You know who's not in a rut? People who love what they do, are well-trained, self-motivated, success-driven and understand what they signed up for and face life's challenge every single day.

        So you're saying OP doesn't stand a chance?

        There's still time.
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        • Profile picture of the author OptedIn
          Originally Posted by yukon View Post

          So you're saying OP doesn't stand a chance?

          There's still time.
          The ability to read comes first, but it must be accompanied by the added ability to comprehend.

          It appears time has passed you by. :-)
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          "He not busy being born, is busy dying." - Bob Dylan • "I vibe with the light-dark point. Heavy." - Words that Bob Dylan wishes he had written.

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          • Profile picture of the author yukon
            Originally Posted by OptedIn View Post

            You know who's not in a rut? People who love what they do, are well-trained, self-motivated, success-driven and understand what they signed up for and face life's challenge every single day..
            Originally Posted by OptedIn View Post

            The ability to read comes first, but it must be accompanied by the added ability to comprehend.

            It appears time has passed you by. :-)


            Right.

            OP said they're in a rut, well, your comment says OP pretty much isn't fit for the job. Maybe so, maybe so...

            When you take the blinders off, new opportunities are a little more obvious.

            Only a poorly trained and/or broke person would turn down the opportunity for warm leads vs cold calling.
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            • Profile picture of the author OptedIn
              Originally Posted by yukon View Post

              Right. OP said they're in a rut, well, your comment says OP pretty much isn't fit for the job. Maybe so, maybe so...
              A rut is a self-induced frame of mind. Only one way out. Change your attitude.
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              "He not busy being born, is busy dying." - Bob Dylan • "I vibe with the light-dark point. Heavy." - Words that Bob Dylan wishes he had written.

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  • Profile picture of the author Adrianne_
    I guess my first question is why the Frank are you making cold calls? The best leads to call are the ones who have opted into your capture page. If they enter a valid phone number, then they're giving you permission to call them. So start here. Next, tell yourself you're just asking them questions to find out what they are looking for. If they want to start a business, then share your online presentation. If they're looking for a job, there's no need to share your link.

    When you approach calling leads with the mindset that you're just gathering information, you will encounter less anxiety. If you don't have your own capture page, then I suggest buying biz opp leads from a reputable company.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Adrianne_ View Post

      I guess my first question is why the Frank are you making cold calls? The best leads to call are the ones who have opted into your capture page. If they enter a valid phone number, then they're giving you permission to call them. So start here. Next, tell yourself you're just asking them questions to find out what they are looking for. If they want to start a business, then share your online presentation. If they're looking for a job, there's no need to share your link.

      When you approach calling leads with the mindset that you're just gathering information, you will encounter less anxiety. If you don't have your own capture page, then I suggest buying biz opp leads from a reputable company.
      That's excellent advice. But why cold call? After you call the leads that came though your funnel...what are you going to do?

      If you have a reasonably qualified list, and a great cold calling script, and you sound like you know what you're doing....an hour on the phone making cold calls is almost certain to get you a good appointment or even a closed sale.

      There are basically two paths to get an appointment...or a sale....you call them or you wait for them to call you.

      Setting up lead magnets and funnels is a way to attract buyers. It's like trapping. You set your traps and you get results.

      Cold calling is like hunting. You go find the customer. Both work. My thought is that mostly it's a matter of temperament. Most people will do anything to avoid calling a stranger. And they can avoid that by setting up lead magnets, funnels, writing content, blogging.....or you can just dial for dollars.

      I know a few salespeople that are so good at cold calling, they just ignore the other methods of prospecting. Most people are't like that however.

      Cold calling is like doing stand up comedy. It's never rewarding at first, you get rejected, and the vast majority of us would never be good at it, no matter how long we did it.

      But some people are just great at it.
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  • I used to do this, it can be mind-numbing. But very rewarding sometimes, it's like anything, you have to think of the money!
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    • Profile picture of the author OptedIn
      Originally Posted by Cardiff Web Services View Post

      I used to do this, it can be mind-numbing. But very rewarding sometimes, it's like anything, you have to think of the money!
      Better to think about all of the rewards that come with being successful at what you do and not JUST the money.
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      "He not busy being born, is busy dying." - Bob Dylan • "I vibe with the light-dark point. Heavy." - Words that Bob Dylan wishes he had written.

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      • Profile picture of the author Claude Whitacre
        Originally Posted by OptedIn View Post

        Better to think about all of the rewards that come with being successful at what you do and not JUST the money.
        We all need money. But after you have enough money to pay you bills, and a little left over, you need another reason.

        Me? I wanted to be great. Sure, I was a vacuum cleaner salesman. But I wanted to be the best vacuum cleaner salesman in the world. Decades of study, taking notes on presentations given, finding new prospecting methods, studying how different industries sold their products...12,000 presentations.....

        Sales records that stand to this day.

        And of course, only a handful of people even know that. But knowing your job better than just about anyone delivers its own reward.

        And Frank...you may or may not be the best telephone salesman ever...but you are the best I ever heard.

        Wow...I had forgotten how much I enjoyed bragging.
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        • Profile picture of the author OptedIn
          Originally Posted by Claude Whitacre View Post

          We all need money. But after you have enough money to pay you bills, and a little left over, you need another reason.
          Reasons, actually. Pride in your abilities, strengthening of your self-confidence, the knowledge that you are helping people, being secure in knowing that you can successfully train others - if they want to learn.

          Me? I wanted to be great.
          Well, you probably have a few good years, ahead of you. Hope springs, eternal.

          Sure, I was a vacuum cleaner salesman. But I wanted to be the best vacuum cleaner salesman in the world. Decades of study, taking notes on presentations given, finding new prospecting methods, studying how different industries sold their products...12,000 presentations.....

          Sales records that stand to this day.

          And of course, only a handful of people even know that. But knowing your job better than just about anyone delivers its own reward.
          Yep - and your books and seminars will live on, long after you're a shriveled-up husk that even the cat won't play with. Not many can say that.

          And Frank...you may or may not be the best telephone salesman ever...
          Oh, I am. lol Just kidding, of course. (Sure). What matters more than anything is that the hundreds of people that I have trained consider me to be great at what I do, but were much more impressed with my willingness and ability to impart every single thing I know, to them, to allow them to be as successful as they were willing to strive to be. That makes me more proud than any personal achievement I may have ever attained.

          but you are the best I ever heard.
          Honestly, I feel badly for taking your money.

          Wow...I had forgotten how much I enjoyed bragging.
          And not just about yourself, which is a rarity, indeed.

          Regardless of what people say, Claude - you're OK in my book and I really do hope that someday you achieve your goal. I'm rootin' for ya'. :-) :-) :-)

          Cheers.
          Signature

          "He not busy being born, is busy dying." - Bob Dylan • "I vibe with the light-dark point. Heavy." - Words that Bob Dylan wishes he had written.

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  • Profile picture of the author misterme
    As with anything else, change the thoughts and the feelings change. Though I don't cold call but do conduct real-life sales, I go to "we're just gonna have a fun time" because we are, as it's just a conversation you're doing, nothing more. Jack Lemmon used to say "it's magic time!" before filming a scene. Mr. Roarke urged everyone to smile. You can also try incorporating a new idea into what you do, I find that breathes new life into things again.
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    "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
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