CHAPTER 13
Starting the Conversation
You develop your plan to guide you through whichever way the phone call might go, you call, and the person you’re trying to reach answers. It is now game on! Go! The first words out of your mouth will set the tone for whether or not the call is going to go well. The key is to have a benefit statement or pertinent news update you can share with the prospect you’re calling, built around one of the three strategies shared in chapter 9 (referral/connection, key insights/information, value statement). When you approach the call in this manner, it’s not a cold call—it’s an informed call.
I Wasn’t Expecting That to Happen
Whenever you make a call, it can wind up going one of three ways. You must be ready for your ...
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