Responding to Your Cold-Call Prospect's Questions

Wouldn't you like to be able to call anyone you want to call and get face time with them?

Seems like "cold calling" should be as easy as that. However, reality is that people ask questions. This is only a problem when you feel obligated to answer those questions in a way that takes you waay off track and puts you in the position of losing the appointment.

Now, you're probably wondering, "Les, are you saying I should not answer my prospect's questions?" "Won't that come off as rude?"

Good point. You sure don't want to come off as being rude and you do want to address your prospect's concerns. The challenge is in how to respond in a way that satisfies the needs of both of you. That is in a way that makes your prospect feel taken care of and in a way that gets you in the door.

For the most part your prospect's real concern is this ... he or she wants to make sure face time with you has value. So when you answer the questions that come up during your cold calls, make sure your responses address this concern and redirect the conversation back to the goal of your call which is to schedule an appointment.

Visit: www.coldcallingexecutives.com

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