• Skip to main content
  • Skip to footer

Top Sales World - inspiring the global sales community

  • Home
  • About
  • Contributors
  • Top Sales Books
    • Submit a Sales or Marketing Book 2025
    • Top Sales Books 2024
    • Top Sales Books 2023
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Leadership
    • Top Sales Magazine
    • Top Sales Library
  • Media Pack

3 Rules on the Right Way to Make Prospecting Calls

Mark Hunter - 23 May 2018

Recently I was on a call with sales managers discussing prospecting calls and the right way to make them.  The universal response I heard was how their salespeople almost always lead with what they do and the services they can provide.
I asked how many of the calls lead to a next call. The numbers were abysmal! But I’m not surprised.
Your prospects didn’t wake up this morning expecting you to call, and they certainly don’t care about who you are and what you do.  What they do care about are their issues, their challenges, and their problems.
We MUST start the call framing it with a question about issues they have, not solutions we offer.
Here are my 3 rules on the right way to make prospecting calls:
1. Engage immediately with a question or statement that links to a need they have.
You’re wasting your time when you lead with your title, the name

Footer

Follow Us

  • LinkedIn
  • Twitter

Our Partners

Sandler
Assessments 24x7
Integrity Solutions
Kristie K. Jones
Kurlan & Assocs
Membrain
Mereo
Women SalesPro
Privacy & Cookies: This site uses cookies. By continuing to use this website, you agree to their use.
To find out more, including how to control cookies, see here: Cookie Policy

© Copyright 2010 - 2025 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative