I prepared to become very successful and sales throughout my early years of working in different firms on Wall Street I picked up a little bit from all of the top producers in each of the firms that I worked at and what I mean by that is what they were saying to clients over the telephone and how they were closing deals and their pitches and I would take a little bit from everyone and then I would formulate my pitch. There’s a certain sales technique that I use called the first Call close. Before you can master or be successful at the first call close you have to plan small increments of progress and then and only then can you start to be successful at it. You see every part of the call is important but the first 15 seconds is very crucial over the telephone it decides whether or not that potential client will hang up on you. You need to captivate the person on the other line immediately. Always have a smile on your face, the person on the other side of the call can notice that. You have to differentiate yourself from all those other calls that potential client gets right at the beginning. In sales you also need to condition yourself to become emotionless to rejection this is something that I learned very early on. If the person hangs up on you, just go to the next phone call. You don’t get discouraged you don’t hang up the phone and put your head down at your desk. You have to expect “NO” you have to expect people hanging up on you. Remember you’re selling yourself. Also, you have to listen to the person when they speak. You have to cater to their objectives because not all customers are the same. You have to custom tailor a suit for every individual. That’s the way I looked at it. You have to be consistent. Consistency is the most important aspect of any relationship. When you call someone for the first time you have to paint the picture in his or her head of you. The phone call starts as a blank canvas. That’s what they call it the art of the sale.
