Cold Calling for Chickens

there is one final thing you should know about the personalities you are likely to come across when you are cold calling. Broadly speaking there are four of them. I call them Drivers, Expressives, Amiables, and Analytics

Stand up!

Smile !

Slow down !

Speak deep

My annual income goal is $x.

Divide that number by the number of working-hours in your year.
12 month income goal $x ÷ 2256 = $x every hour.

Weekly income goal = your hourly figure × 47

. Just keeping my head above water is about all I can hope for.
9. I have trouble finding a time management system that works well for me.
10. It’s often the same few problems or people that take up a large chunk of my time.
Responding “yes” to one or two of these statements probably indicates time management difficulties. Make some time now and plan ahead.

Check-up

Are you managing time or is time managing you? A simple “yes” or “no” response will help you to decide.
1. I often need to respond to crises or put out fires.
2. I don’t set time for planning ahead and sorting out priorities.
3. When I leave work “on time,” I feel guilty because of what has been left undone.
4. I have trouble devoting the time and energy I would like to family and/or friends.
5. Even when I’m home I find it tough to stop thinking about what’s happening at work.
6. I often find myself caught up in “busy-work” or little things.
7. I don’t make sufficient time for activities that build my professional reputation.

Time prioritization table for cold call chickens
Important tasks
(The big potatoes)
Cold calling—7:45am to 9:15am.
Face-to-face selling—10am to 12:30pm and 1:30pm to 4pm
Cold calling also 5:30 to 6:15pm
Don’t take cellphone calls or send texts during important task time. Switch it off!
Urgent tasks
(The kidney beans)
Unexpected things—9:15 to 10am and 4pm to 5pm
You can switch on your cell phone in urgent task time
Important but not urgent tasks
(The peanuts)
12:30pm to 1:30pm lunch (and maybe a little cold calling?)
5pm to 6:30pm reports, meetings, proposals, emails, discussions with boss.
(Plus weekends if necessary for the occasional cold call— you’ll be amazed who you can get hold of!)
Urgent but not important tasks
(The fine sugar)
No time allocated for these thieves of time: chatting to family and friends on the telephone, chatting in the kitchen round the drinks machine, 80% of emails and most text messages

Quite simply this: Write your daily ‘to-do list’ prioritizing your top six tasks but always do it the night before.

(read: total life sustaining imperative

you want other people to like you don’t tell them about “you.” Ask them about themselves.

I.K.E.A. which stands for: Intelligence, Knock-on effect, Expansion, and Appropriate. Having the same initial letters as the well-known furniture store makes the I.K.E.A. approach easy to remember but why is it so effective? It is because it uses a very common sense approach to opening the sales process. This is based on the following three facts:
1. Most products and services are actually there to provide solutions to problems.
2. None of us is really a prospective customer for any product or service unless we have, first, admitted to ourselves that we have a problem that needs fixing.
3. As prospective customers, self-admission of a problem-in-need-of-a-fix depends largely on where we are on our own buying ladder.
The I.K.E.A. approach is based on first analyzing the potential problem-solving value of the product or service we wish to sell. Only when this is done can we begin to apply the I.K.E.A. model. So what does each word in the I.K.E.A. model stand for?