The Weekly Tutorial: the telephone cold call

Tutorial day 4 of 4: do the necessary follow-up actions e.g. writing a confirmatory e-mail. And ask yourself: what could I do better next time? Remember:
• Plan it. Do it. Review it.
• Politeness + Persistence.
• Expect resistance: anticipate and plan for it.
• Your goal is the meeting.

For a structured approach on the consultative selling process, contact Nicholas Bate on [email protected] for details of his new sales book: RainMaker.
Check in for forthcoming tutorials:
Each week, Monday to Thursday at 0800. Coming up in October:

w/c 2 October: Presenting Unplugged. How to present without PowerPoint.
w/c 9 October: Study Skills revised for your MBA. How to take great notes and learn and remember more.
w/c 16 October: How to get the job/career you want. How to approach/search proactively.
w/c 23 October: Start-up! How to start a small, premium consultancy.
w/c 30 October: Brain Development. How to think smarter and more creatively.