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)
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About the Author

Keith Rosen, MCC, President of Profit Builders LLC maintains a coaching blog, coaching forum and authors books on success related topics.