Back to Back Issues Page
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 Calling

At 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:

  • Use the right level of strength and control.
  • Motivate the customer to move forward.
  • Have a logical reason why the prospect should answer your questions.
  • Use open and closed questions as appropriate.
  • Lead smoothly into the next stage of the appointment cold call.

Want to see free sales training on how to do that? Go to Direct Sales Appointment Techniques...

The Sales Buzz is published by the website

People Like You Will Like The Sales Buzz

If you like the Sales Buzz so will your friends, team members, and colleagues.

We've prepared an invitation for you to send to anyone you think will want to see the Sales Buzz weekly ezine, and the 2 free eBooks: Need to Close Chains, and Motivators & Connectors.

Open the invitation and send to friends, colleagues, team members. As always we promise to use their email address only to send the Sales Buzz. Send an invite by opening The Sales Buzz Invitation...

I'm Stephen Craine from the website

Thank you for subscribing to The Sales Buzz, the Free Sales Training Newsletter for all sales people, small businesses owners, and sales managers.

Please feel free to copy and use the information that you find here.

All I ask is that you include a credit to the newsletter or the website, and a link back to

You can see all the back issues of this free sales training newsletter at Sales Buzz back issues...

Back to Back Issues Page