The Weekly Tutorial: the telephone cold call

Tutorial day 3 of 4: Making the call:
1. Introduce yourself: name + company. Do this at a steady pace: do not rush which reveals anxiety and low confidence.
2. Move quickly to ask an open exploratory question linked specifically to their business. Open is encouraging them to talk. Question is getting them talking. Exploratory is adult to adult. Thus…and I was wondering how you are addressing that issue?
3. Shut up and handle the resistance. Expect it, and deal with it professionally. Thus when they say ‘I simply don’t have time’, you say ‘I wouldn’t necessarily have expected you to do so now, that’s’ why I would like to set up a meeting…’
4. Close on the meeting: time and date.