III B . Prospecting Contact Methods
Telephone Cold Call Methods

The telephone cold call strategies in this module will help you prevent initial contact objections such as, "not interested," "just send me your literature," "already have someone." It will also, show you how to transition "screeners" into "coaches" and efficiently set "priority appointments" for future phone or in-person meetings. (SDQ Code III.B.)

Performance Objective: Demonstrates ability to get through to the targeted decision-makers with only minimal interference from the common initial contact objections.

Learn how to:

  • Transition screeners into coaches
  • Use the strategies involved in "preventing" initial contact objections such as "Not interested," "Already have someone," or, "Just send me your literature."
  • Develop your own opening remarks that will prevent these objections
  • Reduce rejection from the cross-industry average (range 60 to 96%) of 92% to less than 10%

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