You could go out and spend thousands on books written about communication. Rather than do that, begin with these simple, tested and true strategies to master your emotions and improve your phone contacts:

1. Adjust your belief system

Do you know any elite professionals who have to beg people for their business by submitting to their every whim? Probably not. True professionals have a belief system that conveys confidence. Their confidence acts as a magnet for profitable business. Whereas the submissive salesperson is constantly trying to scrape up enough money to cover rent.

To soar as a professional, you must believe that you are worthy. If you don't feel worthy, it's next to impossible to gain the support of a prospective client. Don't allow aggressive people on the other end of a phone to penetrate your sense of self worth.

2. Raise your standards

Did you know that your time is extremely valuable? I don't see any kiosks at the mall selling more time. I can't stand the term "time is money." To me, that's a shallow statement. Time is everything! Your kid's school play, baseball games, family interactions all require time. It's so precious, yet we pass it off as if there's a never ending supply. Money has no place as a comparison to time. To allow someone to waste your time is tragic.

Avoid time thieves by creating your own personal policy for the types of people you have as clients. Don't just work with people simply because they are willing to fork over their money in exchange for your product or service. If you fail to set high standards, people will rob you of your time and you'll spend it trying to dig yourself out of a customer complaint pit.

3. Your offering isn't for everyone

I don't care what your sales manager says; it's not your job to get anyone and everyone to say yes. If you feel you have to strong-arm someone into submission in order for them to buy, let them go. If it's a prospect who is obviously attempting to widdle you down on price, be done with it! Make the decision YOURS, not theirs.

"David, adopting high standards has allowed me the luxury to choose the (companies/clients) I work with. Based on our discussion here, I don't feel that your organization would be an appropriate fit for my business. Perhaps you might try calling XYZ competitor." Watch them change their tune.

4. Be candid

Don't hide the fact that you're in business to make money. I can't stand it when sales people beat around the bush and insult me with a bunch of "This is what I'm going to do for you" stuff. Blah, blah, blah.

Some prospects might come right out and tell you exactly how they feel: "You're just doing this because you get paid a commission!" Your response: "Yes, I do collect a fee for my work in structuring this transaction. There's one reputation I'm more concerned about than yours Bob and that's my own. If I don't make this a pleasant and seamless transaction for you then you'll tell everyone you know what a horrible experience you had. The fee I would collect from you by compromising my integrity would be PR suicide. I won't allow it."

5. Be willing to walk away

The savviest shopper is ALWAYS prepared and willing to walk away. You must resolve yourself to the fact that in order to be respected and taken seriously as a professional, you must be willing to walk away from the aggressive personality that has no intention of ever accepting your offering.

The tip-toe, nicey-nice exchange on your part is nothing more than a stroke to your prospect's ego. Don't play into it! Submit to nobody! Worried that you'll lose business? Don't be... When the TRUE prospective client feels that you're willing to walk away, he or she will know you can be trusted and will begin to warm up to you.

Stay strong. Remember, you do not have to compromise who you are to be successful in selling. Regardless of your personality type, never feel that you need to be submissive.

Bill Haralson is Director of Sales for Results Seminars based in Phoenix, AZ. Through its sponsored seminars, Results has trained over one million sales professionals on effective communication, marketing and overall personal development.

For questions/comments and even more information on personal coaching, phone and field selling that will catapult your career visit: www.billharalson.com