This is exactly the opening question is

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You can also grab attention with an opening statement that is all about them.

I read recently that you just won Toyota Manufacturing as a new account. Congratulations. That must be huge!

Cold Calling is Not Selling
Cold calling is NOT sales. It is for qualifying and opening opportunities to set an appointment.

It doesn’t matter whether they are in the market for what you sell or not. Your objective is to identify a future buying window so that you’ll be there at the right time when they are in the market.

To be successful, you need to leave your sales hat at the door. You aren’t trying to sell anyone anything. You’re trying to find out whether or not there is a way you can help this person. In order to know that, that person has to tell you what sort of help he or she needs. And before he or she tells you that, they have to trust you first.

the key to engaging prospects on cold calls.

Forget your product for a minute and focus first on the person cambodia telegram data on the other end of the line. If they feel like you are interested in their best interests, they’ll engage and give you the information you need to turn them into a solid lead.Budget Doesn’t Cut It When Qualifying
Asking these qualifying questions to uncover potential competitors will prevent you from being blindsided at the end of your presentation.

Over the years, the most important qualifiers for any given sale have changed.

In the past, budget was the big stumbling block and the major issue that sales reps really needed to drill down on.

Budget is an important qualifier, but now that pricing is so transparent on websites and across social media, I don’t think that budget qualifies anymore as one of the “Big Two” qualifiers.

There are six main qualifying questions that you must know the answers to:
Why will a prospect buy (their buying motives)?
Why might a prospect NOT buy (potential objections)?
What is the prospect’s budget?
Who is the decision maker (or decision makers)?