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How To Get In The Zone

by Just Curious
14 replies
For those of you who telemarket/cold call as a way to generate leads & business what do you do (routine, chant, prayer, etc.) to "get in the zone" prior to making calls? Specifically if you're experiencing a little call reluctance or phone fear.
#zone
  • Profile picture of the author kemdev
    Step 1) Pick up the phone
    Step 2) Dial your first number
    Step 3) Have a conversation
    Step 4) Repeat

    That's it.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by kemdev View Post

      Step 1) Pick up the phone
      Step 2) Dial your first number
      Step 3) Have a conversation
      Step 4) Repeat

      That's it.
      Kemdev:

      You are completely wrong. The correct way to get motivated is to;
      1) Pick up the darn phone
      2) Have a darn conversation
      3) Repeat the darn thing :rolleyes:

      I've seen this question a few times. My question is "How do you get motivated to get in your car and drive to work?"

      Do you ever get "Car reluctance"?

      Just pick up the phone to make one call. Believe me, once you make one call it's far easier to make another.
      And set a definite time of day when the first number gets dialed.
      Not a time of day when you start to get ready...shuffling papers, reading e-mail...warming up the phone...thinking about the day.

      But a definite time you are making your first call. And a time you are going to stop.
      Signature
      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      “Do not seek to follow in the footsteps of the wise; seek what they sought.” - Matsuo Basho
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      • Profile picture of the author kemdev
        Originally Posted by Claude Whitacre View Post

        Kemdev:

        You are completely wrong. The correct way to get motivated is to;
        1) Pick up the darn phone
        2) Have a darn conversation
        3) Repeat the darn thing :rolleyes:
        Don't listen to Claude, everybody. You have to actually dial a number before beginning your conversation - otherwise you're just pitching to yourself.
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        • Profile picture of the author Claude Whitacre
          Originally Posted by kemdev View Post

          Don't listen to Claude, everybody. You have to actually dial a number before beginning your conversation - otherwise you're just pitching to yourself.
          Aren't you all using the new "Acme 5000 Auto Dialer"?

          You can order it at w ww.claudeisjustkidding.com
          Signature
          One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

          “Do not seek to follow in the footsteps of the wise; seek what they sought.” - Matsuo Basho
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  • Profile picture of the author Rearden
    Owe somebody a shit load of money, or have your wife threaten divorce.
    Signature
    David Duford -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
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  • Profile picture of the author Jason Kanigan
    Head on over here:

    http://www.warriorforum.com/offline-...beginners.html

    http://www.warriorforum.com/offline-...g-newbies.html
    Signature
    >> Executive advisory: Unstick sales, strategy & growth problems fast → jasonkanigan.com

    >> Selling? Then this is the FREE YouTube series you need RIGHT NOW
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  • Profile picture of the author maxrezn
    Honestly what works for me is when I'm making breakfast or lunch..I'll use my Iphone and bluetooth headset to make some quick calls for mobile sites. Gets you in the mood without having to sit and hunker down.
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  • Profile picture of the author sweetcrabhoney18
    I learned this "gun to your head" technique when I first starting marketing. The idea is to use a timer that counts down and call as many numbers as possible during that time. I do voice mail calls so I never talk to anyone. Normally I'll set the timer to 1 hour or 55 minutes and grab my list and call like mad until the timer goes off. I normally call around 12 to 15 people and make 1 to 2 sales the next day. It works nicely and doesn't get in the way of my classic work.

    I love the affirmation idea by the way..
    Signature

    keep moving forward

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    • Profile picture of the author MarkJez
      Hi JustCurious,

      IMHO, the best way to get into the zone is to work out beforehand how much a new client gained from cold calling will earn you. As an example let's say it's $10,000.

      But, it may take, on average 100 cold calls before you get this one client.

      So, working out the math, that means for every cold call, whether they say yes, or whether they say no, you have just earned $100

      So, you make 5 quick calls before breakfast - you just earnt $500 whether they said yes or no. You make 20 calls in the morning - and you just earnt $2,000 and so on, and on it goes.......$100 per call, every call - Next please

      By using this mindset method, it doesn't matter whether or not the prospective client says yes or no, you still earn the same money!!

      Mind tricks I know - but they can be extremely effective in helping us banish our fear of cold-calling and get us to take action!!

      One sales manager, I knew (here in the UK) a few years ago, used to reward the first consultant who got ten no's in a row with a gift (like a ride in his Ferrarri or an afternoon out waterskiing). It wasn't easy to get 10 consecutive no's, especially when working to a proven script but someone aiming for 10 no's will eventually get more yes's and this is when the magic happens.

      I hope that helps.

      Mark J.
      UK
      Signature

      Mark Jerram

      http://www.bouncycastlemanufacturers.org.uk

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      • Profile picture of the author Jason Kanigan
        Originally Posted by MarkJez View Post

        Hi JustCurious,

        IMHO, the best way to get into the zone is to work out beforehand how much a new client gained from cold calling will earn you. As an example let's say it's $10,000.

        But, it may take, on average 100 cold calls before you get this one client.

        So, working out the math, that means for every cold call, whether they say yes, or whether they say no, you have just earned $100

        So, you make 5 quick calls before breakfast - you just earnt $500 whether they said yes or no. You make 20 calls in the morning - and you just earnt $2,000 and so on, and on it goes.......$100 per call, every call - Next please

        By using this mindset method, it doesn't matter whether or not the prospective client says yes or no, you still earn the same money!!

        Mind tricks I know - but they can be extremely effective in helping us banish our fear of cold-calling and get us to take action!!

        One sales manager, I knew (here in the UK) a few years ago, used to reward the first consultant who got ten no's in a row with a gift (like a ride in his Ferrarri or an afternoon out waterskiing). It wasn't easy to get 10 consecutive no's, especially when working to a proven script but someone aiming for 10 no's will eventually get more yes's and this is when the magic happens.

        I hope that helps.

        Mark J.
        UK
        Try Going for the No:

        When you hit some resistance, say, "Sounds like we might not be a fit. Would you say that's true?"

        You'll be very surprised by the results.

        Genuine, truly qualified "NO"s are hard to find! Most salespeople give up too easily. Prospects (or their representatives) say No because they are afraid of getting ripped off...when they don't know you. And when do they not know you? At the beginning of your conversation!

        You cannot accept a prospect's initial knee-jerk reactionary No as legitimate. That's not a "real" No.

        If the first thing you hear is, "We're good, thanks," that's BS 99 times out of 100. ESPECIALLY from gatekeepers. ALMOST ALL THE TIME from decision makers.

        "I understand. You don't know me. Can I ask you a quick question before I go?"

        (Sure)

        "If there was one thing you could change about your __________, what would it be?"

        The blank being whatever it is you offer.

        Don't let prospects bounce you back. Don't accept their initial "No" as being legit, because almost every time it isn't. Of course, you can't steamroll them; if they insist everything is fine, let them go for today. Call them back in 6-8 weeks...their situation may have changed.
        Signature
        >> Executive advisory: Unstick sales, strategy & growth problems fast → jasonkanigan.com

        >> Selling? Then this is the FREE YouTube series you need RIGHT NOW
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  • Profile picture of the author Jason Kanigan
    The real key is having the right expectations when you make the calls.

    If you're expecting cold calling to be a Hail Mary play to make you money right this minute, you're going to be disappointed.

    If you're expecting everyone to be in and ready to receive your calls, you're going to be disappointed.

    If you're expecting to get great results with no experience and no skill, you're going to be disappointed.

    I get PMs all the time from people saying, "I have to make money in the next three days or else I won't be able to pay my bills...hoping that this will work." It probably won't. It might, but it probably won't. Not in that short time, and you having zero skill.

    Consistent effort and a genuine desire to help other people will take you in the right direction.
    Signature
    >> Executive advisory: Unstick sales, strategy & growth problems fast → jasonkanigan.com

    >> Selling? Then this is the FREE YouTube series you need RIGHT NOW
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  • Profile picture of the author 123xyz
    Pick up the phone and just start calling.
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  • Profile picture of the author Steve Roth
    Drink two cups of coffee and look at your bills. Also, stop listening to all these great sales gurus who probably can't sell themselves, pick up the phone and start dialing. Be yourself and have a don't give a crap attitude. That will translate over the phone to your prospect.
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  • Profile picture of the author hayfj2
    Pick up your TODO / DONE list from yesterday, and see what still remains to be done.

    Use that as your starting point to get motivated for today, if it's clear, and everything was completed for yesterday, set your new goals and objectives for the day.

    Regards


    Fraser
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