Prepare Before Cold-Calling –Dana

I'm not suggesting you rattle off testimonials on the phone, but if your company is known as a problem-solver, or a specialist in a certain industry, or producing the best quality in the state, or "a designer's printer," those are qualities that can help you sell.

Know their names. OK, this is an obvious tip. Try and get the prospect's name correct. I have nothing against the name "Dana," but it's my last name. As soon as I hear, "Hi, Dana, how are you doing today?" I know it's someone who didn't take care before dialing.