Connecting with Your Prospect During Cold Calls

A sales guy called our offices and got a hold of me directly.

I was in the midst of working on a deal (surprise, surprise) when the sales person said, "Hi, Ms. Buterin. Who makes the decisions in your company?"

"I do. How can I help you."

He then asked, "How are you today?"

I replied honestly, in a "top dog" kind of bottom line way ... "I'm doing well and I'm in the middle of something, glad to hear about what you have to sell if you can get to the point quickly."

To which he said, "OK." and hung up.

I smiled, shook my head, and went about my business. I would go on to use that scenario to teach others how to cold call prospect. No doubt that sales guy went on to more and more frustration. Odds are he didn't learn a thing from our interaction.

Here's one point, when you aren't used to talking to "top dog decision makers" odds are you will react emotionally to what is said by the "top dog prospect" on the other end of the line.

"Top dog" are likely to speak in bottom line terms, quickly convey exactly what they need and are interested in. If bottom line conversations are too abrupt for you to handle at this point, be sure to build up your tolerance for fast paced, high-level conversations.

Role playing is a great way to "condition you." Role playing helps you build control over your emotional reactions so that you can "hear what the decision maker is saying" and stop misreading bottom line conversations as "rudeness."

Visit: www.coldcallingexecutives.com

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