Plan what you'll say before dialing the phone.

Sounds too simple, right? Well it can be simple. Even so, don't omit this crucial step before making your phone calls.

Start by determining the results you'd like to achieve in making your calls. Defining your desired outcomes establishes your mindset going into the call. It also allows you to plan for the various scenarios you may encounter once the connection is made.

For example, the conversation you may have with a "gatekeeper" will be very different than the conversation you want to have with the decision maker. Likewise, in the event that you reach voice mail, you'll want to deliver a message that compels the decision maker to return your call; and that could be much different than what you'd say to the same person when you talk directly with her.

To get yourself ready to accomplish these objectives, write a script for each of those scenarios. Your script is not something to memorize and recite or read. Use your script as talking points to keep your conversation on track. Rehearse your script and know it so well that it flows naturally. Become the script.

Most importantly, remember that regardless of the objectives you want to achieve, your conversation should address and revolve around your customer's needs. You will accomplish your goals if you help your customers accomplish theirs.

Happy selling!

Pat Hassett

P.S. Tell your friends.