(1)  If you are new to introductory calling or if you are trying out a new approach, practice your script out loud a number of times until you are comfortable and fluid with the language. Get together with a friend and/or colleague and do some role playing. Your friend/colleague should be the prospect and should give you a very hard time. This way you'll be prepared for those prospects who are more difficult.

(2)  A great way to get in some practice with live prospects is to make a list of prospects you're not that interested in. Call them. This will be a low risk, low anxiety practice with a live prospect. Only do this for practice. Once you are comfortable and you feel your approach is working, you must immediately start calling appropriate prospects who will be more in need of the products or services you offer.

(3)  When you practice your script over and over, you are building your technique--your habits that will get you through your introductory calls. If you are prepared, and you work with the material and practice it, your approach and manner will simply become second nature. You will immediately be able to start a comfortable conversation with your prospect.

(4)  Your practice time should include practicing your answers to objections and/or questions you may hear. If you practice ahead of time, you will not have to stop and think when a prospect offers an objection. You will know the answer--it will be automatic.

(5)  Building an introductory calling technique has a great advantage. When you are having a good day, it is very easy to be "on." Technique will give you a way to get yourself "on" when you are having a bad day. Building technique gives you a process to pull yourself together and get to where you need to be to do your work. That "autopilot" process will kick in, allowing you to leave your bad day behind.

(6)  One of my colleagues refers to telephone prospecting as "telephone theater." I love that description because when you are making calls, you need to decide what it is that you want your prospect to hear and also to feel. How will you get them to hear and feel what you want them to hear and feel? Which words will you emphasize? Which words will you move through quickly?

(7)  To better your "telephone theater" performance, record yourself. It's very valuable to hear how you sound to others.  If you do not like the way you sound, you can work to change how you say what you say.

(8)  Bear in mind that it takes time to learn new habits. You will not change over night. It may take you weeks of working on an approach to get it right. Once you get it right, however, it will be crystal clear because it will be working. The people who are really successful are the ones that do not quit.

(9)  Make phone calls. All the training, skills, practice and role-playing will be worth nothing if you do not make your calls.

(10)  If your call openings are not working for you, if you are constantly calling prospects who instantly respond, "I'm not interested," or if prospects hang up on you, belittle you and respond in other negative fashions when you call, make sure to attend our next teleseminar:  "How to Easily Create a Compelling Opening that Generates Interest, Attention and Sales."