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

Questions to Ask on the First Call Include the Four Critical Elements in Any Sales Process

1. Pain/pleasure. What is your solution going to do to help them with their current challenges and make them happy?

2. Do you have the correct decision maker? Have you asked, “Walk me through your buying process”?

3. Budget. Have you asked about money and vetted any constraints?

4. When do they want the solution? Have you set realistic timetables?

Pain _______________

DM _______________

Budget _______________

Completion Date _______________

Objectives: What would you like the end result to be?

How would things be different from now at the conclusion of the project?

Ideally, what three things must be accomplished?

How would you like to be known as a result ...