If someone says to you:

“Call my friend Geoff, he’s a nice guy”

You’d feel pretty relaxed when you picked up the phone to call him.

Think about the emotions that rush through you when you know you have to make a cold call. Some people get sweaty palms, even palpitations. The fear starts before you even pick up the phone. The negativity is there very early on.

I was doing some consulting work last week and had some time with a group of telesales people. Each of them described a different emotion and only 1 of them didn’t have any negativity AT ALL (were they being honest?).

I played some of my own recorded calls to my delegates and made a couple of calls with them all in the room. The feedback was that I sound very relaxed (almost too relaxed).

I’m going to let you in to a secret:

I tell myself that someone has told me to call them and psychologically I feel like that they’re possibly expecting my call.

If you are calling someone that you have been told is expecting your call (a referral) you will have a completely different mindset before, during and after the call. Think about it!