When a prospect feels that you want to sell something, the walls go up immediately. You are 5-0 behind. To break that resistance, you must first work on trust.
The 5 Steps
01The Reason: Use a logical reason why you are calling them specifically. State that you don't know each other yet.
02The Negative Question: "Do I call at a bad time?" A 'no' gives the prospect a feeling of control.
03Relevance: Demonstrate that you know what is going on in their industry and niche.
04Social Proof: Mention references that look like the prospect.
05The Close: Label the prospect positively to get commitment for the next step.
Pro Tip
Silence: Dare to drop a silence after an important question. The prospect will tend to fill it with valuable information.
Conclusion
Sales is built on trust. By following these steps, you transform a cold conversation into an open dialogue about opportunities and solutions.
Lead Score Quick Check
Is there a clear budget available?
Are you in contact with the final decision maker?
Is there an urgent need for a solution?
Does your solution fit their problem 1-on-1?
Valuable?
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