I had a real 'winner' on the phone this morning. I must have called him too early in the morning after he had a late night out. Who knows?

As I waited for him to pick up the phone I prepared myself by asking, "Why am I calling"? "What am I going to say"? "Did I drink enough coffee"?

After the 3rd ring he picked up his phone, and when he figured that I was a vendor, he began speaking in a tone of voice that told the tale; he was not happy that I called. His demeanor chilled the room. I felt the pressure and caught myself asking, "Should I hang up, or hang in there"?

I hung in there.

The outcome of the call doesn't matter. What's important is that I found renewed confidence. After hanging up with my angry prospect, I immediately dialed the phone and called another prospect. I closed the appointment.