Is there any kind of an outline or track to run on when conducting a sales cold call?

Asked on 1/21/2009 by Ian Chesterton, Hendrick's
Answered by ABC Staff

Here are 5 elements to use as a cold calling script:

1. I ntroduction and Validation - Introduce yourself and try to get introduced to the person who can make a decision for the services or products you sell. 
2. Your Offer - Use two or three concise statements with impact words about what you’re offering and how you've helped others who are similar to the prospect (in geography, industry, etc.). 
3. Questions - Respond to their questions and have a list of two or three you’d like to ask. 
4. Follow Up - Propose a follow up, be it a face-to-face meeting, sending them an information packet, or calling back at some later time. Agree on what you will do next and what the other person will do next. 
5. Close - Give them your contact information, and end the call. Then follow up with an email message that summarizes the call and gives them a visual to attach to your voice.
6. Be prepared to reschedule. If you determine that now is not a good time for a visit with you, don't push yourself on them, but rather express your understanding and ask for a future appointment.

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