• Don’t be cold, tough or pushy. Take a “clean heart position”, and approach the calls with a sincere desire to see the prospects get what they want, whether or not they get it from you. You’re in business to be of service. Always be sure to thank prospects for their time.
• Create the optimal structure for the call. Once prospects are on the phone, pique their interest by saying something provocative, and asking questions designed to reveal challenges they may be facing. For example, explain the call is to discuss ways to help the company acquire more new clients this year than ever before, and then ask if, indeed, adding new clients is a priority. Or, say the call is in regard to getting better control of employee travel expenses, and then ask if the company’s travel expenses are high.
- People:
- Jones
- Lenann Gardner