Keith Rosen's Executive Sales Coaching Blog on Selling, Leadership, Management

The Anatomy of a Cold Call – The Five Critical Objectives

May 22, 2009 Prospecting, Cold Calling and Networking, Sales Coaching, sales tips, tele-sales, telesales

“What do I need to accomplish in the first few minutes of every cold call I make?” “What’s my overall objective of a cold call?” These questions rank up there as two of the top questions I’m asked. If you’ve been following my last few posts, I’ve been hyper-focused on the importance of sales benchmarking and identifying best practices.

In the spirit of simplicity, there are actually five core objectives during a prospecting conversation which I’ve listed below.

First, introduce yourself. Identify who you are.

Next, provide the person to whom you are speaking with a compelling reason to speak with you. (What’s in it for them?)

Third, defuse their resistance. Create a pressure-free environment by getting permission to proceed with the conversation.

Then, guide them to your discovery/qualification step to get them involved and determine if there’s a fit.

Finally, determine the next step.

That’s it! Now ask yourself, does your system achieve these five core objectives?

Tags: cold call, coldcalling, prospecting, prospects, Sales Coaching, telesales, teleselling

This entry was posted on Friday, May 22nd, 2009 at 11:55 pm and is filed under Prospecting, Cold Calling and Networking, Sales Coaching, sales tips, tele-sales, telesales. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.