Monday, May 21, 2012

Cold Calling: The Script

A prospect has picked up the phone and said "hello" what?

The Script
  1. Say who you are and who you represent.
  2. Ask who is in charge of buying .
  3. When you have the buyer in the line, tell them who you are and who you represent. Be sure you are talking to the right person.
  4. Ask, "Do you have a minute to talk?"
  5. Tell them why you called - offer a benefit.
  6. Find out if they need what you sell.
  7. Wrap it up. If you sell what they buy, say so. 
  8. Ask for an appointment. Be specific and give them two date and time options.  Example: Bob could I have a few minutes of your time next Tuesday afternoon or Wednesday morning? If they say no, ask for an appointment the following week. If they say no again, ask when it would be convenient for them.

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