THE ART OF THE PHONE
Everything we have explored so far is contingent on your success in keeping the owner on the phone long enough to start a fruitful conversation. That requires skill on your part. The rest of this chapter is dedicated to techniques for getting you in touch with the owner, staying on the phone, and scheduling another call or meeting.
Despite the popular cliché, attitude isn’t everything, though it counts for a great deal in your initial approach to not-for-sale owners. Going into the first call, you need to show confidence and conviction. This confidence is instilled by all of your preparation through market and prospect research. You know the company and you know the industry it is in. You also know why this company would ...
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