Last Updated Dec 10, 2009 3:01 PM EST
STEP #1: Ask the admin what person is responsible for purchasing what you're selling.
STEP #2: Ask to be transferred to that prospect.
STEP #3: Ask the prospect a question that ties to the prospect's hot button. E.g. "How would you like to see a method that would increase your sales by 20 to 30 percent over the next 12 months."
STEP #4: When the prospect responds "what is it?", ask for a 10 minute appointment. Don't ask for more time and don't try to sell the product across the phone. Key phrase: "All I need is 10 minutes of your time and you can judge for yourself."
STEP #5: Respond to the four common objections, if surfaced:
- Objection #1: "How much is it?" Your Answer: "If it's not exactly what you're looking for, it doesn't cost you anything at all."
- Objection #2: "Tell me just a little bit about it now." Your Answer: "Yes, I would like to, but there something I have to show you."
- Objection #3: "Could you send me something in the mail?" Your Answer: "You know how unreliable the mail is. Why don't I drop it off later this afternoon?"
- Objection #4: "Call me on Monday to make an appointment." Your Answer: "I've got my calendar right here. Is your calendar handy?"