Search by keywords:
Search resources by: Competency
Content Format


Not a member? Sample unlocked content here.

Topics Covered: <a href='/resources/search/?query=Salespeople'>Salespeople</a> | <a href='/resources/search/?query=Cold Calling'>Cold Calling</a> | <a href='/resources/search/?query=Prospecting'>Prospecting</a>
Sales Strategy
Aug 31, 2009 | Kelley Robertson lock

When you make contact with a new prospect via the telephone you have an extremely short window of time to connect with them. If you fail to achieve this they will quickly tune you out. Here are five things you can do to lose their attention in the first five seconds of the conversation:

  1. Start a telephone conversation with, "Hi, how are you?"
  2. Open your conversation by introducing yourself, your company and what you do.
  3. Give them an overview of your products and services.
    Explain how your product or service will benefit them.
  4. Tell them what other companies you have worked with.

The instant your prospect senses that you are trying to sell them something that they don't need or want they will tune you out and look for a way to disengage or disconnect from the call.

Here is how you can change that:

State a specific problem they are likely facing (based on your experience or research). For example, "Mr. Big, if you're like other companies in ABC industry, I suspect that you are (fill in the blank). If so, call me at 800-555-1212 and I might be able to suggest a solution. By the way, it's Jim Smith calling and once again my number is 800-555-1212."

Keep it brief. Keep it focused. Keep it about them. And you will keep their attention.

About the Author:

Kelley Robertson, author of The Secrets of Power Selling helps sales professionals and businesses discover new techniques to improve their sales and profits.  Kelley conducts workshops and speaks regularly at sales meetings and conferences.

This content is exclusive for CPSA members

Become a Member

Already a member? Login to see full the article.

About the author: 236

Related Resources