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