5. Closing on the appointment. Remember, your objective is to get the
appointment, so ask for it early and make it easy to say yes

For example, you can use closing questions like these:

“I’ll be in your area on Wednesday. What’s a good time for you?”

“This will only take a few minutes, is 2:00 pm or 2:30 pm better?”

Six Telephone Prospecting Steps

1. Identifying yourself and Your Company.

Use an upbeat greeting, offer your name, and ask to speak with the owner, manager, or Mr. Jones (if you have a name from a previous contact or referral.)

The greeting may be as simple as this: “Good morning! This is Mary Allison from Enron. I’d like to speak with the owner for a minute. By the way, what is his or her name?”

If you are enthusiastic and assertive, this will often get the job done. However, there are times, as you know, when the gatekeeper will try to screen your call and protect their “boss”.