SLH SALES SYSTEM SALES TRAINING MORSEL #14

WHY I’M CALLING

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

So, a stranger barges past security, rushes past the receptionist, ignores the gate-keeper and enters the office of the “Big Cheese.” And, wanting money. Wow! Sounds like grounds for a perp-walk followed by a long trial. This could also be the definition of making a cold call – appearing uninvited and looking out only for #1!

Making a cold-call can be difficult, uncomfortable and sometimes incredibly awkward. As discussed in an earlier Morsel, using a “Floating Letter” (#6) paves the way to an easier transaction. That being said, there is the moment when the decision-maker picks up the phone and says “hello.” Too many Sellers start talking and continue until running into something!

The top of the call should go like this:

1. Tell ‘em who you are -- “This is David Rubinstein. I’m the Sales Trainer who dropped you a note yesterday.”

2. Tell ‘em why you’re calling -- “I would like to take a few minutes to talk to you about your Sellers’ strengths and areas of improvement.”

3. Ask for permission to talk -- “Is this a good time or bad time to talk?”

At this point be prepared to:

                       Begin asking open-ended questions.

                   OR

                       Set an appointment for another time.

Either way, you’ve established the next step to move the sales process ahead.

Be clear, be professional and be honest about your intentions. It’s the only way to do things.

HTS?

Good Selling!

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