"Sales Prospecting Techniques: Opening the Call"

by Mitch Maloney
(Germantown, WI 53022)

At the beginning of every cold call I am quick to introduce myself, company, and purpose for cold call.

Then, I ask the person who answered for his/her name and for the name of the one who makes the decisions for the product I'm selling.

Getting to the point quickly shows respect for the time of the person on the other end of the phone and gets that person to focus on passing me along to a key decision maker.

Does it work all the time?

No, but more so than not it positions me as a person who respects peoples' time; and who has potential solution(s) to a business problem that this company is quite likely experiencing.