Commandment 3: Make your calls brief
The objective of the prospecting call is to get the appointment, unless you are in telesales. I will talk about telesales in a moment.
You cannot sell a complex product or service over the phone, and you certainly don’t want to get into a debate of some sort. Your prospecting call should last approximately two to three minutes and should be focused on introducing yourself and your product, briefly understanding the prospects’ needs so that you can provide them with a very good reason to spend some of their valuable time with you, and, most important, getting the appointment.
If you reflect on the strategy outlined in the previous chapter, you should see that your job as a professional salesperson is to find ...
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