No Excuse For Not Preparing For Cold Call

Business Communication   Written by Art Sobczak - Word Count: 268
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As an excuse for not preparing an opening and questions for a call, sometimes I hear this from sales reps:

"I don't want to take up someone's time. The people I call are busy."

This mindset normally leads to benefit-less opening statements (for fear they will be too long) and tentative tones of voice.

Keep one thing in mind: If you and your company didn't deliver value to customers, you wouldn't be in business. Especially remember this as you're planning and placing calls. When salespeople have the feeling that they're calling busy people and they don't want to interrupt the prospect, or what they're calling about is insignificant, they come across as almost apologetic.

If this describes you--I apologize if it doesn't-- get that out of your head! EVERYONE is busy. As long as you're able to clearly and concisely
articulate your potential value to a valid recipient, you're not wasting their time. Their responsibility on the job or at home relies on evaluating and implementing new ideas, products, and services.

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Art Sobczak gives real world, how-to, conversational ideas and techniques helping business-to-business salespeople use the phone more effectively to prospect, sell, service, and manage accounts without "rejection." Art is author of numerous books, taped training programs, and publisher of the TELEPHONE SELLING REPORT sales tips newsletter. He’s also a speaker and trainer, providing high-content, one-hour to multiple-day customized speeches and seminars. To receive his free “TelE-Sales Hot Tips of the Week visit www.businessbyphone.com. For addition information,



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