The keys to effective telephone prospecting are:

1. Sell the appointment (only)

2. Pre-qualify the prospect

Inexperienced salespeople allow themselves to get trapped into lengthy discussions on deregulation, pricing, Acme background, and so on. Remember!
The objective is to quickly gain interest, make an appointment, and pre-qualify to whatever extent possible.

Here’s how. The Anatomy of an Effective Prospect Call:

The best Acme prospecting call is the one that you design for yourself, obviously using your own words, enthusiasm, and personality to instantly develop the buyer’s interest in meeting with you to explore how Acme’s offer will benefit their business.

There are six steps to effective telephone prospecting:

1. Identifying Yourself and Acme

2. Working Through the Gatekeeper

3. Utilizing an Initial Benefit Statement

4. Handling Resistance

5. Gaining Commitment

6. Pre-qualifying the Prospect