RULE 6 People Respond in Kind
Like anyone who sells for a living, I encounter my fair share of brush-offs. One of the most common occurs when I reach a president or CEO. The morning that I began work on this chapter, for instance, I made a cold call and connected with the president of a Fortune 1000 financial services company. I followed the four-part calling script that you’ll read about under Rule 26. After a minute or so, I got to the point in the call where I typically ask for a face-to-face meeting. Here’s what I said, confidently and enthusiastically:
“Mr. Prospect, the reason I’m calling you today specifically is to set an appointment so we can talk about the success we’ve had with XYZ Company. I’d really like to get together with you ...
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