Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This is not the time to check your e-mails, play solitaire on the computer, make personal phone calls or chat with your associates (but you can still check in for the latest at LandingTheDeal.com...that's like continuing education, right?)
Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and make an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.
Do not shoot from the hip, use a script. It is important to use a phone script when you contact your prospect so you do not leave out any key information. It is a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confidence and professional.
I can tell you from personal experience that this works, and can become a vital part of your daily sales routine. I highly recommend it.
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