Picking up the phone to smash out some calls can be really daunting for some, especially if you are new. A lot of fear can kick in and overwhelm us to the point that we procrastinate and don’t make any calls at all. Read on to learn the 6 Sales Prospecting Tips to Crush Your Next Call.

1. Buddy Up

Grab an accountability buddy and get on your phone to each other. Practice with each other. One person takes the role as the vendor or buyer and the other as the agent and then swap. Start by calling each other using a script that you want to practice. It’s best to choose an area of your business that you need help in.

So, whether it be a private sale, rental property, a withdrawn or expired listing, choose one out of them, tell your buddy what you're going to be doing and then get into it.

Top tip: Call each other from the other side of the room or not even be in the same place and not look at one another. I find when you're role playing it's a lot easier not looking at each other.

It might seem unnatural and weird at first, but keep doing it and keep role playing because the more you do it in, the more you practice with each other, the more you're going to succeed out there and not loose $20,000 commission out on the coal face.

2. Set An Intention

What is the outcome that you are wanting before you make the call? Set your intention before you make the call. When it comes to setting an intention, it's very important to be clear to the universe what specifically you want. Setting an intention whether it is to have a great calling session or to get a new listing.

For example: “I set an intention to get a new listing today”.

“I set an intention to make a sale today”.

“I set an intention to make $100,000 this year”.

Whatever it is, think about what your intention specifically is before you make that call. Now what happens when you set an intention is that you're saying to the universe that you're wanting the outcome that you're wanting and the universe listens to your words and thoughts. Your words are very, very, very powerful things. So what you say, what you think all comes out, same with your prospecting.

So if you're centred and grounded and you're going in and you've set your intention, you're in a good headspace. Listen and feel over the next week, what happens with your prospecting by making this one change.

3. Breathing Exercise

How you feel before making your call will affect how your call goes. Are you feeling nervous? Centred? Happy? Sad? By doing this one breathing exercise before making your calls can really help oxygenate your lungs, change your physiology and change your state.

Try this exercise: Breathe in for Five seconds, hold for four. Breathe out for six. Do this 5-10 times. What you will find is by breathing deeply into your belly will create a peacefulness and focus to your body and which will allow you to centre yourself. Then try making your calls.

4. Smile Before You Dial

Your physiology affects how you sound and come across on the phone. Smile before you call and continue smiling while you are talking even if you don’t feel like it. It changes your physiology and your state because your body doesn’t know the difference between what is real and what isn’t. People can sense a mile off if your energy isn’t positive and by doing this small change will change your state and affect how your call goes.

5. Scripts And Dialogues

Knowing what to say can be daunting and overwhelming when you first start out in the industry. Ask your office or do some online research for whatever script you need help with. I have some scripts in my free e-book here:

6. Critique Each Other

The best way to get feedback is from doing a live call to a potential client. Second best is practicing with someone else and getting constructive feedback from them. Ask your buddy to critique you not only on what you are saying, but your tone, pace, melody in your voice and pitch. Phoning someone is not just what you say, but more importantly how you say it.

So what are you going to practice this week? Comment below

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