1. Never pick up the phone to call a lead when you are in a bad mood! Even though your prospect can’t see you he or she can sense if you are “off” in any way. Make sure you feel rested, confident and in a cheerful mood before picking up the phone. It is estimated that 75% of closing the sale has to do with your initial attitude over the phone.

2. It helps tremendously to make calls while standing up. I am not sure why, but it’s true. Maybe it has to do with feeling too comfortable in a chair. When you stand up you project more enthusiasm and more of a sense of urgency about your business opportunity.

3. Coffee, coffee, coffee!

4. Develop a script for your sales calls and never make a call without that script in front of you! You will, of course, improvise with each prospect but having the main points you wish to make in front of you in black and white is of immeasurable value.

5. Stay in control. The one who asks the most questions wins. If you allow your prospect to ask too many questions, you’ve lost control of the call. The best way to maintain control when making a sales call is to stick to the script, assure the prospect that all their questions will be answered the day of the actual appointment, and then to be ready with a polite reason why you must end the call.