The best and easiest way to show your prospect that you have solutions is to talk about them, not you. Focusing on their company will show them that it is probab

You’ve planned the delivery of your message so well that you’ve anticipated your listener’s objections and can fire quick responses. Finally, you pass the infamous gatekeeper and have your chance to talk to Mr. Big. You feel so close to making that sale...

Then reality kicks in: Mr. Big gets annoyed, and before you know it, it’s all over. No appointment, no sale.

Time to pick myself up, dust myself off, and try again, you think.

But aren’t you sick of this cycle by now? Aren’t you tired of calling numerous people to gain only a handful of appointments (if you’re lucky)?

YOU can yield more appointments with fewer calls by just adding a few steps to your teleprospecting process!

Step 1: Get over yourself

The prospect you are trying to contact is not waiting for your call, so stop acting like it’s a privilege to speak with you.

Realize that you are interrupting your prospect’s very busy day. They could be doing other things besides listening to a salesperson try to sell them something that they already have or think they don’t need.

When interrupting a prospect, make it worth their while. Don’t feed them the same carefully crafted script they hear from every other salesperson. Your prospects don’t want to be sold anything. They do, however, want solutions to their business problems, and want to be more productive and more profitable. If your message doesn’t meet their need, they won’t want to hear it.

The best and easiest way to show your prospect that you have solutions is to talk about them, not you. Focusing on their company will show them that it is probab

Then reality kicks in: Mr. Big gets annoyed, and before you know it, it’s all over. No appointment, no sale.

Time to pick myself up, dust myself off, and try again, you think.

But aren’t you sick of this cycle by now? Aren’t you tired of calling numerous people to gain only a handful of appointments (if you’re lucky)?

YOU can yield more appointments with fewer calls by just adding a few steps to your teleprospecting process!

Step 1: Get over yourself

The prospect you are trying to contact is not waiting for your call, so stop acting like it’s a privilege to speak with you.

Realize that you are interrupting your prospect’s very busy day. They could be doing other things besides listening to a salesperson try to sell them something that they already have or think they don’t need.

When interrupting a prospect, make it worth their while. Don’t feed them the same carefully crafted script they hear from every other salesperson. Your prospects don’t want to be sold anything. They do, however, want solutions to their business problems, and want to be more productive and more profitable. If your message doesn’t meet their need, they won’t want to hear it.

The best and easiest way to show your prospect that you have solutions is to talk about them, not you. Focusing on their company will show them that it is probab

YOU can yield more appointments with fewer calls by just adding a few steps to your teleprospecting process!

Step 1: Get over yourself

The prospect you are trying to contact is not waiting for your call, so stop acting like it’s a privilege to speak with you.

Realize that you are interrupting your prospect’s very busy day. They could be doing other things besides listening to a salesperson try to sell them something that they already have or think they don’t need.

When interrupting a prospect, make it worth their while. Don’t feed them the same carefully crafted script they hear from every other salesperson. Your prospects don’t want to be sold anything. They do, however, want solutions to their business problems, and want to be more productive and more profitable. If your message doesn’t meet their need, they won’t want to hear it.

The best and easiest way to show your prospect that you have solutions is to talk about them, not you. Focusing on their company will show them that it is probab

When interrupting a prospect, make it worth their while. Don’t feed them the same carefully crafted script they hear from every other salesperson. Your prospects don’t want to be sold anything. They do, however, want solutions to their business problems, and want to be more productive and more profitable. If your message doesn’t meet their need, they won’t want to hear it.

The best and easiest way to show your prospect that you have solutions is to talk about them, not you. Focusing on their company will show them that it is probab

The best and easiest way to show your prospect that you have solutions is to talk about them, not you. Focusing on their company will show them that it is probably in their best interest to set up an appointment with you.

Step 2: Identify your target

You can’t expect great results by using the same garbage on every company on your list, and it’s impossible to offer solutions to a company you know nothing about.

You must individually identify each prospect:

What is their business?

What is their current situation?

Who is the real decision maker?

What are their likely buying motives?

You can find the answers to these questions by speaking with the gatekeeper, a program administrator, or, if all else fails, someone from their sales staff (salespeople are born to talk and will tell you everything you need to know!).

The more you know about your prospect, the better chance you will have at talking about their company intelligently and thinking of original, personalized solutions. This will increase your chances of staying on the phone longer, making that appointment, and eventually making the sale.

Step 3: Engage the prospect

After some preliminary research about the company and the decision maker, your next step is to find way to effectively get their attention.

If you’re able to speak with the prospect over the phone, try asking them interesting questions about their business, their company, their needs,