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

PODCAST: Crafting a Compelling Opening Statement When Cold Calling and Prospecting

Jul 10, 2009 Prospecting, Cold Calling and Networking, Sales Training, cold calling, podcast, sales tools, telesales

Listen to this podcast here.

Enough theory for a moment. People need answers; granular, tactical, “How do I do this the right way and what do I say when I finally connect with a prospect when cold calling?” type of answers.

Those proactive souls who happen to cold call me and reach me live in an attempt to generate another prospects to fill up their rapidly drying pipeline certainly deserve the acknowledgment for putting forth the effort.

Unfortunately, with the opening statements and cold calling approaches that I’m hearing, their effort is more of an exercise in futility. Simply, they aren’t well crafted and are far from compelling or unique, and as such, these salespeople are doomed to have to make far too many calls where their success is often limited to finding that one prospect who’s simply ready and willing to talk to them regardless of how poor their approach may be; the proverbial low hanging fruit. (After all, even a blind squirrel is destined to find a nut every once and a while.) This strategy of stumbling onto a qualified prospect is far too time consuming of an activity to often make it worth your while.

In this podcast, I share one proven and powerful example of the type of opening statement and cold calling approach you can create that’s sure to generate more qualified prospects for you. Becoming more strategic and effective when cold calling will yield more measurable results making fewer calls by leveraging every conversation you have.

This example was one that a cost reduction company used when calling on the C suite of prospects, such as the controller or CFO.

You can tune in and listen to this podcast here.

NOTE: Given this page is updated often, this podcast may not be listed as the most current one on the top of the list of podcasts.

Tags: cold calling, cold calling script, opening statement, podcast, prospecting, template, tips on cold calling