Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

Sales Pro Tips

Here are some more tips for you:

• You are not trying to get the decision maker to write you a check with your opening statements; your prime objective is to grab his attention and open the door for an appointment, which then leads to more in-depth discussions.

• Refer to your notes from the behavior and learning models in Chapter 1 to create a custom statement that will put your targeted prospect in the center of the bull’s-eye.

• Make every second of the call count.

• Every word and pause must have impact. Don’t waste anything.

• If your statement has any tongue-twister phrases or words that you stumble over, reword it so that you can speak easily, without anxiety.

• If it’s worth it to your employer for you to be calling, it ...