High-Profit Prospecting

CHAPTER 12

Prospecting Tools—The Telephone

I love listening to salespeople make prospecting calls. I’m sure the majority of the people to whom I am listening would say otherwise, but it’s all part of learning how to become a better prospector. With one particular sales team, I was coaching a talented woman making B2B and B2C calls. She had a great personality and knew what she needed to do, but one thing was standing in her way. She could not get over the hurdle that a phone call could go in a direction other than what she had planned. She knew enough about the prospect to make the call worthwhile, but her entire focus was on the conversation she was planning to have with the decision maker. Whenever the call went into voicemail, she became flustered. ...