
The initial key to success in your prospecting effort is the effectiveness of your telephone approach to prospects. Because you're calling to get an appointment, your first objective is to arouse the prospect's interest in seeing you.

Here are some important steps to consider:

1. You get the prospect's attention by asking a critical question that arouses curiosity by answering the question, "Why should I listen to you?" So you ask, for example, "Would you be willing to invest in a new method that increases production 25% and pays for itself in three years?" It's important that the opening question also generate the question, "What is it?" It focuses on a key benefit to the prospect in a way that not only gets his attention, but makes him want to know more. Carefully plan your question in advance, rehearse it until you know it word-for-word and can ask it exactly as you have planned it.

2. Your question should help in assuring that you're talking to the right buyer, but you should always confirm that you have the right person and if not, ask to be directed to the right place.

3. Assure the prospect that the proposed visit will be short and that there will be no obligation or high pressure to buy. Just say, "I need just 10 minutes to show you and you can judge for yourself." Instead of asking, "When could I see you," leaving it up to him, keep the initiative and ask for several 'windows of time' for an appointment: for example, 'tomorrow morning or afternoon. Keep asking insistently for a time, "Look, I have my datebook right here, is yours handy? Why don't we set a time right now?"

4. Once the date is set, always call and confirm just prior to going to the appointment. This will not only reinforce your interest and commitment, but it also provides insurance in case the prospect has forgotten and made other plans. In that case, your chances of rescheduling are good. Especially with a first appointment, it's critically important that you get a firm date and confirm it just before the meeting. You will get a better reception to any call if you call with a smile in your voice and you do that by actually smiling when you talk. It's obvious to people on the other end of the phone that you are smiling. And nothing opens doors better than a genuine smile. Get some practice by putting a mirror on your desk and
The initial key to success in your prospecting effort is the effectiveness of your telephone overture to candidate. Because you're calling to get an appointment, your beginning objective is to arouse the prognosis's pastime in seeing you. 

 Here are some significant steps to consider: 

 1. You catch the prospect's care by asking a critical question that arouses curiosity by answering the question, " Why should I listen to you? " thus you ask, for example, " Would you be willing to induct in a new method that increases production 25% and pay for itself in three years? " It's important that the opening question also render the question, " What is it? " It focuses on a key benefit to the prospect in a way that not only gets his attention, but makes him want to know more. Carefully plan your question in advance, rehearse it until you know it word - for - news and can ask it exactly as you have design it. 

 2. Your doubt should help in assuring that you're talking to the correct buyer, but you should constantly confirm that you have the right person and if not, necessitate to be directed to the right place. 

 3. Assure the prospect that the proposed visit will be short and that there will be no obligation or high pressure to buy. barely say, " I necessitate just 10 minutes to show you and you can judge for yourself. " Instead of ask, " When could I see you, " leaving it up to him, keep the enterprise and ask for several' windows of time' for an appointee: for example,' tomorrow dawn or afternoon. Keep ask insistently for a time, " search, I have my datebook properly here, is yours handy? Why don't we set a prison term right now? " 

 4. Once the date is set, always call and confirm merely prior to going to the appointee. This will not only reinforce your interest and commitment, but it also provides policy in case the prospect has forget and made other design. In that case, your chances of rescheduling are good. Especially with a first appointment, it's critically important that you get a firm date and confirm it merely before the merging. You will arrive a better reception to any call if you visit with a smile in your voice and you do that by actually smile when you talk. It's obvious to people on the other conclusion of the phone that you are smiling. And nothing opens doors better than a actual smile. Get some practice by putting a mirror on your desk and

The initial key to success ln your prospectnbg effmrt is the effdctiveness of your telephone approaxh to prospects. Becausd you're cwlling ti geu an appointment, bkur first objsgtive ms to arouse thg prospect's hnterest in seaivg you.

Here are some important steps tj consiceg:

1. You get the krosptct'f atfvnuion by asking a critical questioh that erouses curiosiyy by answering the questiln, "Wjy should I listen to you?" So iku wwk, for exampue, "Would you be willinf to invest in a new method thag incxeases prodoerioj 25% and pays hor itfelf in threc years?" It's imlortant that tme opxnint question also generete the question, "Whaj is it?" It fkcuses on a key bwnwfit jo tha pruwpezt jn a way tjat not only fets his atrention, but makes hom qant to know jore. Cwrqfully plan your question in advance, reveadse it until you know ir word-for-word and can ask it evactly as you have planned it.

2. Your question shoulg hel' kn cwsurivt hhat you're talking to the right buyer, but you ahpukd always conflrm that you have yhf tyght person avd if ukt, ask to be directef to thg righr place.

3. Afsurr the prospect that the proposed visit cilo be short and thac there will be mo obkigation or high pressuxe to guy. Just saj, "I need njst 10 minutes to rhoe fou and you can judge for rourself." Mnstecd of asying, "When sould I sef you," leaving it up to hlm, kegp the initiativf and ask for several 'windows oh time' for an a[popntment: fjr exsmple, 'tomorror morning or ayternoon. Keep asking inaistentny for a tiie, "Look, I hava my datebook right hqre, us yiurs havay? Why don't we set a time right niw?"

4. Once the date ix sgt, always call anb xonfirm just proor to gliig to dhe appointmant. Ghir will not only rcinworcr your interest and wommjtment, but it also pvovides ibsurance in case the lrospect has forgouten aid madx othet pjans. In that case, your chances of reschfdujing are gooq. Esieciwlly with c first appointment, it's critically imporvant that you get a fitm date and confirm ij jmst before tie meeeing. You fill get a better rexeption to any cakl if you call with a smile in ylur voice and you do that by actually smiling when you talk. It's obvious ti people on the otger rnd ox che phone thav bou are smiling. Amd nothing opens doors better tian a genuhnz smile. Get some practice by lugting a mirrot on your desk and
The initial key to success in your is effectiveness of telephone approach to get appointment, your first is to arouse prospect's interest in seeing you. Here some important steps to consider: 1. You get the prospect's attention by asking critical question that arouses curiosity by answering the question, "Why should I listen you?" you for "Would you be willing to invest in a new method that increases production 25% and pays itself in three years?" It's important that the question also generate the "What is it?" It focuses a benefit to prospect a that not only his attention, but makes him want to know more. Carefully plan your question in advance, rehearse it you know and can it as have planned it. question should help in assuring that the right buyer, but you should always confirm you have right person and if not, ask be directed to the right place. 3. Assure prospect that the proposed visit will be short and that there will be no obligation pressure to buy. Just "I need just minutes show and can judge yourself." Instead of asking, "When could I see you," leaving it to him, keep the initiative and ask for several 'windows for appointment: for example, morning or afternoon. Keep insistently a time, "Look, I datebook here, Why we a time right now?" Once the date is set, call and confirm just appointment. This will not only reinforce your interest commitment, but it also provides insurance in the prospect has forgotten and made other plans. In that case, your of rescheduling Especially with a first appointment, it's critically important you get a firm and confirm it just before the meeting. You will a reception to call if you with a smile your voice and that by smiling you to people on the other end the that you are smiling. And opens than a genuine smile. Get some practice by putting a mirror on your desk and

The initial key to success in yOur prospecTing eFfoRt iS tHe efFectIveness of your tELephOne approach to prospects. becauSe YOu're CAlLing tO get an aPPoINTmeNt, YoUr fIrST oBjectIve Is to aroUse the prosPecT's Interest in seEInG you.

Here arE soMe important sTepS to conSiDer:

1. yOu get The ProspEct's atTEntion By asking a CrITical qUEstion tHAT aRousEs curiosity by answERiNG the question, "WhY shoulD I LIsTEN to You?" so you ask, foR eXamplE, "would yoU Be WILLinG To invest in a neW method that INcrEases pRoDucTIon 25% and Pays fOr ITseLf in three yeArs?" IT's importaNt that THe openiNG questiOn also GenEraTe thE QuEsTioN, "WHAt iS It?" it fOCusEs on a key BeNeFit to The pROSPEct iN a wAy thAt not Only gets his atTenTion, BUt mAkes hIm wanT to kNoW more. carefuLly plAn Your question in aDvanCe, rehearsE it UnTil YoU know IT word-fOr-wOrd And can aSk it exaCTly As YOU HaVe planned it.

2. Your queStION sHould helP in assURiNg THat you're TaLkiNg to THE righT buyER, bUt you shoUld alwAYs CoNfirm thAt You havE tHe rIghT persON and If not, aSk to be diRecteD To the right placE.

3. assure the prosPEcT THaT The pRopOsed visit wiLl be SHort And tHAt TheRE will Be no oBlIGaTIon or high pressure to BuY. Just sAy, "I neEd just 10 minutes To show you aND YOu can judGe foR YoURself." Instead of AskinG, "When could i See you," leAving It up to hiM, keep the iNITiative aNd aSk fOr sEveRAL 'wIndows of time' fOR An apPoIntment: For Example, 'TomOrrOw mOrnInG or afternOon. Keep aSkInG iNsIstEntly FOr a time, "LOoK, I hAvE my DatebOOk righT here, Is yoUrS hANdy? why don't WE sET A timE rIgHt noW?"

4. OnCe The daTe is SEt, aLways caLl and confIrm JUst pRiOr To going To the appointmEnT. This will nOt OnlY reinfORCe your inTerest and commitment, but iT Also proVidEs insUranCe in case tHe pRospecT haS ForgotTen and Made oThEr pLANs. In tHAT cAse, YoUr chances oF REscHedulInG are Good. EspEcially with a first aPPoiNtment, it's critIcaLly iMPOrTanT ThAT yoU gET a fIRM date and confirm It just befoRe THe Meeting. You WIll GeT a betteR receptIon to ANy call iF you call wIth a smile In Your VOIce And you do thAt by actuAlly smiliNG when YOu Talk. IT's oBvious To PeoPle on The othER enD of thE phone ThAt you aRe smiLiNg. And notHing opens doors better thaN a genuIne smIle. get some prActICe bY putting a MirrOr on your deSk aNd

The initial key to succes s in yourprosp ect ing  e ffor t is  the effective n essof your telephone appr oachto pros p ec ts. B ecausey ou ' r e c al li ngto ge t anapp ointmen t, your fi rst  o bjective ist oarouse the  pr ospect's int ere st inse ein g  you. 

H ere a re som e  impor tant step st o cons i der:

1 . Yo u ge t the prospect'sa tt e ntion by askin g a cr it i ca l que sti on that ar ou ses c u riosity by a n swe r ing the quest ion, "Why s h oul d I li st ent o you? " Soyo u  as k, for exam ple,  "Would y ou bew illingt o inves t in a  ne w m etho d  t ha t i nc r eas e spro d uct ion 25%an dpaysfori t s e lf i n t hree  year s?" It's impo rta nt t h atthe o penin g qu es tionalso g enera te  the question,"Wha t is it?"  It  f ocu se s ona  key b ene fit  to the  prospe c t i na w ay  that not only get sh i sattentio n, but ma ke s  him wan ttoknow m ore.Care f ul ly planyour q u es ti on in a dv ance,re hea rse  it u n tilyou kn ow it wo rd-fo r -word and cana sk it exactly as y ou have  pl anned it.
2. Y o ur q uest i on  sh o uld h elp i na ss u ring that you're ta lk ing to  theright buyer,but you sh o u l d always  con f ir m  that you have  theright pers o n and if  not,  ask tobe direct e d  to therig htpla ce. 3.  Assure the p r o spec tthat th e p roposed  vi sit  wi llbe  short an d that t he re  w il l b e noo bligatio norhi ghpress u re tobuy.Just  s ay ,  "I  need j u st 1 0 mi nu te s to  sh ow  youandy oucan jud ge for yo urs e lf."  I ns tead of  asking, "Whe ncould I se eyou ," lea v i ng it up  to him, keep the initi a tive an d a sk fo r se veral 'wi ndo ws oftim e ' foran app ointm en t:f o r exa m p le , ' to morrow mor n i ngor af te rnoo n. Keep  asking insistentl y  fo r a time, "Lo ok,  I h a v emyd at e boo kr igh t here, is yourshandy? Why  d o n' t we set a tim eright n ow?"

4 . Onc e  the da te is set , alwaysca ll a n d  co nfirm just  prior t o going t o  thea pp ointm ent . This  w ill  notonly r e inf orceyour i nt erestand c om mitment,  but it also provides i nsuran ce in  ca se the pr osp e cthas forgo tten  and madeoth erplans . I n  that  cas e ,you r  chan ceso f resched u li nga r egood. Espec i a l lywitha f i rst ap poin tment, it's criti c ally important  tha t you  ge t  a f ir m date and con fir mi t  just be fo re the meet ing. You  w i ll ge t a be tter r eceptio n to any ca ll i f y ou call w ith  a smile i nyo u r voic e an dyou do  thatb y ac t u ally smiling whe n you t alk.I t's  obvi ou s to pe o pleon the oth er end of t he pho ne t hat y ou aresm iling.  An dnothing op e ns doorsbette r thanagenu ine  smile . Ge t someprac ti ceby puttin g am ir ro r  on  you r des kand

The initial_key to_success in your prospecting_effort is_the_effectiveness of_your_telephone approach to_prospects. Because you're_calling to get an_appointment, your first_objective_is to arouse the prospect's interest in seeing you.

Here are some important steps to_consider:

1._You get_the_prospect's_attention by asking a critical_question that arouses curiosity by_answering the_question, "Why should I listen to you?" So_you_ask, for example,_"Would you be willing to invest in a new_method that increases production 25% and_pays for itself_in_three_years?" It's important that_the opening question also generate the_question, "What is it?" It focuses_on a key benefit to the prospect_in a way that not only_gets his attention, but makes_him want_to know more. Carefully plan_your question in_advance, rehearse_it until you_know it word-for-word and can ask_it exactly as_you have planned it.

2. Your question_should_help in assuring_that_you're_talking to_the right buyer,_but_you should_always_confirm that you have the right_person_and if not, ask to be directed_to the right place.

3._Assure_the prospect that the_proposed visit will be short_and that there will be no_obligation or_high pressure_to buy. Just say, "I need just 10 minutes to show_you and you can judge for_yourself." Instead of asking,_"When could_I_see you," leaving_it_up to_him, keep the initiative and ask for_several 'windows_of time' for an appointment: for_example, 'tomorrow morning or_afternoon._Keep asking insistently for a time,_"Look, I have my datebook right_here, is yours handy? Why_don't_we_set a time right now?"

4._Once the date is set, always_call and confirm_just prior to going to the appointment._This_will not only reinforce your interest_and_commitment, but it also provides insurance_in_case_the prospect has forgotten and_made other plans. In that case,_your chances of rescheduling are good. Especially with a_first appointment, it's_critically important that you get_a_firm_date and confirm it just before the meeting. You will_get a_better reception to_any call if you call with a smile in your_voice and you do that by actually_smiling when you talk. It's obvious to people on the other_end of the phone that you are smiling._And nothing opens doors better than a_genuine smile. Get some_practice_by putting a mirror on your desk_and