Cold Calling Challenges with Words Used by Sellers

During a recent consultation, I talked with a client about the terrific products and services he has to offer. Get a load of this, on average he finds he can reduce companies' monthly telecommunications expenses by 30% to 55%.

Holy cow! Half way through our call I was ready to sign up with him.

I asked, "What's the patter of your typical prospecting call?"

He said, "I introduce myself, my company, tell them how long we've been in business .. and then somewhere in there (sometimes sooner rather than later) the prospect says 'no thanks' and hangs up."

"Is there ever any mention of the monthly savings you have to offer if your product/service is a good fit for them?" I inquired.

"No," he said, "I save that bit of information for face-to-face appointments."

"Hmmmm ... which would you respond to, someone calling you out of the blue and telling you about their company or someone calling wondering if they could reduce some of your monthly expenses?"

The light bulb went on for him.

If the ups and downs of your cold calling presentation have yet to be illuminated, take time to think about the impact of your words on the listener. Seems like a simple thing to do, do it and you'll be surprised at what all you learn.

Visit: www.coldcallingexecutives.com

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