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The Sales Buzz Issue 270 - Appointment Cold Calling – After the Introduction
May 14, 2015
Appointment Cold Calling – After the Introduction
This sales appointment cold calling training shows you what to do and say after the Introduction Stage of the call.
After you’ve introduced you, and why you are calling, what do you say next?
How do you keep your prospect’s attention?
What do you say to move them forward?
How do you prevent them taking over and raising objections?
Should you go straight to the Questioning and Qualifying Stage where you ask them for information?
Or, will that be too much of a leap forward and you will lose them?
It’s difficult to know what the best next step is, isn’t it.
In the first few seconds of an appointment cold call you have done most of the talking and presented information to the prospect.
Now, you want information from them and that’s a big shift in your calls script that can cause them the prospect to pause, and think, and not move forward with you.
Then you get objections, usually smoke screens that are more excuses than objections, but they stop the call.
So let’s take an in depth look at this crucial point in you appointment cold calling and make it work for you y adding a line that makes this transition from Introduction to Qualifying Questions smooth and seamless.
Add a Prospect Motivator to Your Appointment Cold CallingAt the end of your appointment call Introduction Stage you want a line that motivates your prospect to start answering your questions that will qualify them as someone you want to meet because they are a potential customer.
Your motivating line has to:
Want to see free sales training on how to do that? Go to Direct Sales Appointment Techniques...
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I'm Stephen Craine from the website Sales-Training-Sales-Tips.com
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