1. The intent of an introductory call is communication – two-way communication. You want your prospect to hear you, and you also want to hear them.
2. Initial prospect objections frequently mask the real objections. Part of your response to an objection must be to help your prospect articulate their real objection, which you can then address.
3. If you have a new product or service that could be of benefit to your customer, something that might save them time or money, and they are not aware of it-you have an obligation to tell them. By simply picking up the telephone and letting your prospect know about the benefits of this new product or service, you are doing them a tremendous service.
4. Prospect objections are a way of getting information about your prospect. Use the objections to get your prospect talking.