Now that you’ve identified a defined strategy, identified some leads and validated them, what’s important is finding the right environment for you to make a call. Do you prefer an open office plan? Is it calling from home? Is it in a quiet space? This preference is different for every individual, but it’s important that you identify your preferences because it is directly related to the success rate that you have during this process.

The old saying that “People can hear if someone is smiling at the end of the phone” is absolutely true. Think back to a call that you’ve received – cold call or a warm call – and think about the lasting impression you had. Was that person happy? Were they enjoying their job? Were they looking forward to picking up the phone and calling you? Could you tell?

So, with this in mind, I want you to find your happy place. To start with, think of an area where you feel most creative. Once you’ve identified this area, I want you to add things to it to make the process more enjoyable. This can include getting your favorite coffee, listening to your favorite music, bringing in your favorite plant. Because what this will do is facilitate an atmosphere that will have you looking forward to the warm calling process every single week. The environment you create will be reflected in your calls with customers. This is extremely important because a happy sales person is a successful sales person.

Before moving on to the next lesson, really spend some time thinking about: “Where is your creative environment?”. Put the process in place where you start looking forward to warm calling as this will make you more successful as you move forward.