Cold Calling Tips from the Queen of Cold Calling

Asking Good Questions

1. How much do you think this would help you make?
This question justifies expense.

Use this question, or depending on the circumstances, use the following question:
How much do you think this would help you save?
This question also helps justify expense.

2. What would motivate you to change?
This question creates the rationale a prospect will use to justify their purchase.

3. Do you have a preference?
If your prospect has a preference, you need to know what it is and how they arrived at that preference. Having a preference also moves the prospect one step closer to saying, “yes.”

4. What has been your past experience?
If you can exploit a bad experience with a competitor, that’s terrific. If the bad experience was with your company, you need to know about it and if possible, fix the problem.

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