One of the single biggest areas that delegates on my sales training want to cover when we look at cold calling and appointment setting is CONFIDENCE. When we set goals at the beginning of the day almost everyone wants to walk out of the door more confident in their ability to make cold calls.

The challenge very often though is that when I ask some of the following questions I get blank looks:

Do you truly believe in the value of your product or service?
How well do you know businesses of your target clients?
How well do you know how much value you add to your existing clients?
How much time have you spent thinking through answers to common questions?
What books have you read on any sales topic in the last 6 months?

If you are lacking in confidence in your ability to cold call or engage people in conversation about your product or services then take some time to answer the questions above.

Don't spend too much time looking for the magical 'silver bullet' that might come in the form of a killer closing question or '101 ways to overcome objections'. Put your efforts into developing a platform of strength that comes from the unshakable confidence in knowing you add value. The more value you add and the more you understand that, the more your confidence will soar.

Get this platform right and funny things start to happen. People are more receptive, people want to talk to you and meet you. You are a professional business person and your preparation here will lead you to sales success.

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