| "> | | | | close look at the structure of the phone call itself. |
| Your colleagues are extremely interested in cold | | | | In the 35 to 90 seconds that'll you'll have to spend |
| calling company presidents-like you, everybody | | | | on the telephone at the president's level you've |
| with business savvy wants to reach the | | | | gotta be prepared to take the call down the |
| executives, quickly to close top dollar sales. | | | | straight and very narrow path in which you want |
| In this business environment with collapsed | | | | it to go. And there is one absolute, positive, no |
| organizational structures, the elimination of middle | | | | doubt about it, purpose of your call. Any hint of a |
| management, and the increased workload for | | | | deviation from this purpose will result in fewer |
| executive assistants-it's even more challenging to | | | | executive-level appointments. |
| break through to the inner-circle of | | | | So here's the secret ... cherish it and know it's |
| decision-makers. | | | | extremely valuable. |
| So consider this--stop making the cold-call process | | | | THE amazingly simple secret to successful cold |
| more complicated (and considerably more painful) | | | | calls to the offices of presidents is to be certain |
| than it needs to be. Quit agonizing over the writing | | | | that every single one of your prospecting calls |
| of pre-approach letters and searching out friends | | | | has one crystal clear purpose and one purpose |
| who can provide warm introductions that'll break | | | | only. Each word you speak during your |
| you through, get you into the hallowed halls of the | | | | prospecting phone calls directs and redirects the |
| executive suites. | | | | conversation toward that one goal-scheduling an |
| Sure pre-approach letters and warm introductions | | | | executive-level sales call. It doesn't matter |
| are a good mix to add to any sales strategy-but | | | | whether you schedule a meeting in person, or |
| even big time local and long distance phone | | | | schedule a phone meeting-every word of the initial |
| companies are finally catching on to the fact that | | | | phone call must direct the conversation toward |
| the product they market, the telephone, is the | | | | getting that meeting booked on the calendar. |
| most direct, effective tool for increasing sales by | | | | Period. |
| leaps and bounds. Now, you don't wanna miss out | | | | Write Down the Words of a Successful Call |
| on use of a proven, effective sales tool. Do you? | | | | A technique that'll catapult you forward is to write |
| Of course not! | | | | down the words exchanged during your cold call. |
| Here's What Sales Pros Attempt | | | | Identify what words, statements, and questions, |
| Now, this is interesting ... a recent client survey | | | | keep the conversation on track towards an |
| revealed that most sales professionals feel | | | | appointment and what words cause you to lose |
| pressed to accomplish a lot during a prospecting | | | | the appointment. |
| call. With each executive-level cold call most | | | | You'll become consciously aware of the words |
| professionals take a big breath and in one, great | | | | that flow between you and your prospect-and |
| big, run on sentence try to establish rapport by | | | | their impact. Won't be long till you realize that |
| being friendly, gain credibility by giving company | | | | your words either get you what you want or |
| history, learn about the prospect with probing | | | | take your cold calls way off the path down some |
| questions, introduce and sell products/services-all | | | | obscure rabbit trail. |
| within the parameters of one brief | | | | I guarantee your competition doesn't have a |
| make-it-or-break-it telephone call to the executive | | | | single-minded focus on high level calls and is |
| suite. | | | | unwittingly, forfeiting a whole lot of potentially |
| You'll Never See It Coming, Here's Why | | | | lucrative business. Yet, they hold onto their |
| Here's a news flash ... it can't be done! Even bigger | | | | ill-advised, accomplish-a-lot-in-a-little bit-of-time |
| news ... this kind of approach actually signals | | | | approach to prospecting at the top. You on the |
| executive assistants that you don't belong in the | | | | other hand will find that keeping your prospecting |
| president's office. The assistant will simply smile, | | | | calls on one laser-like focus will bring in more |
| refer you down to a lower level-and you'll never | | | | executive- level sales calls than you ever imagined |
| know why or how you got booted down the | | | | possible. Now, go get 'em. |
| ladder so quickly. | | | | Forward this article to friends-they'll thank you for |
| So, let's go to the heart of the matter, take a | | | | it! |