During a cold call, you must make quick decisions based on your reading of the prospect’s state of mind. Here’s a quick test of your acumen in responding to a prospect’s attitude.
SCENARIO: You got through to a prospect and just gave him your elevator pitch. You sounded great (at least to yourself) but the prospect says: “Well, that sounds sort of interesting, but I’m not sure.”
Pick the response most likely to move the opportunity closer to an actual sales appointment:
- #1: Click HERE. “What would your thoughts be on having an initial conversation with us about [something of value to the customer]? What is your availability over the next few weeks?”
- #2: Click HERE. “If we really could do [something of value to the customer], what would your thoughts be on having an initial conversation with us to hear more?”
- #3: Click HERE. “I would love to have an initial phone conversation with you about [something of value to the customer]. What is the best way to get on your calendar?”
- #4: Click HERE. “How do I get on your calendar, please?”
BTW, this post is based on a conversation with sales trainer extraordinaire Barry Rhein.
