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Title: Cold Calling Checklist For Sales Post by: Daniel Franklin on November 05, 2007, 12:49:37 PM Permission Based Cold Calling Checklist
1. Your Approach: Demonstrate Respect For Their Time Deliver A Compelling Opening Statement (Why should they speak with you?) Determine If There's A Fit Worth Exploring Get Permission To Begin A Conversation/Ask Questions Establish A Timeline For This Conversation Set Confidentiality Conduct Needs Analysis (Uncover The Prospect's Current Situation, Goals As Well As Greatest Personal Pain/Problem) Summarize To Create Consensus Reconfirm Interest Confirm Next Steps Determine All Decision Maker(s) 2. Defusing Objections/Additional Requests From Prospect: Withhold Detailed Information About Product and Company - Defer for face to face meeting Defuse Initial Objections With Questions 3. Your Delivery: Tone Speed/Pace Voice Inflection Enthusiasm 4. Above And Beyond: Prospect Your Prospects (If applicable) Articles Source - Free Articles About the Author Keith Rosen, MCC, President of Profit Builders LLC maintains a coaching blog, coaching forum and authors books on success related topics. |