CHAPTER 9

Basics Never Go Out of Style

Hey, good to have you back. Everyone full? Not too full, I hope (napping not appreciated).

More about being ProActive in the prospecting and qualifying stage. It never ceases to amaze me how salespeople, entry level to the most senior, have trouble with the openings to sales calls. They either blurt out too much information, try to think of something witty to say, or just wing it. Are these options good enough for a professional salesperson?

It’s time for the outbound sales person to have a strategy on their intro phone calls. Time to reengage the 30-Second Speech.

START THE ATL PHONE CALL WITH A 30-SECOND SPEECH

“If I can just get past the first few minutes, I’m okay. It’s in that first minute or so ...

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