The Point of Cold Calling is NOT to Fnd Out About Them

Think about it. You call a high-level decision-maker cold and can expect to have 90-seconds of time with him or her on the phone. Focus on getting an appointment with the prospect. After all you do best when you are face-to-face with people.

Avoid the temptation to ask about what they do and what their needs are.

After all, they don't know you from Adam (or Eve) and aren't inclined to waste time educating strangers about the inner most points of their business. You have 90-seconds. Make the most of them.

DO, however, spend several seconds identifying what you can do for them.

Now, you may be wondering how on earth you are going to know what you can do for them if you don't know about their business?

You know more than you think you know.

You know your business and what you have been able to do for others. The purpose of your cold call is to determine whether or not you can do the same for this prospect.

Visit: www.coldcallingexecutives.com

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