# 0 Prepare upfront and practice a lot:
#1. Speak less but site numerical evidence, that counts as more: Tell them as little as possible. Talk about a relevant pain and how you have address it for others. Short sentences.. Talk no more than 30-seconds in one go. Ask a question soon after.. make them participate and feel in control.
#3 Prepare three to four key high impact questions: This is the meeting closer on the cold call. Be ready with some high impact killer sales questions. Look up my earlier post on the topic for more on that topic. The prospect should help you understand the current, the desired situation and the gap. Ask of the consequences of doing nothing? As they tell you more think if the gap is big enough for them to meet with you? If the gap isn’t big enough, be ready with additional 3-4 question.
Good morning [PROSPECT],
My name is Harpal. I represent sales for XYZ company. We deliver ZZZ capabilities to our customers. I’m calling you because your business profile fits others who have benefited from what we do. Our customers consitently called out three buisness benefits in our solution. A...B...C.. (you have to say this fast). That said and without knowing more about your business, I can’t know for sure if what we do makes sense for you.. if I haven’t caught you at a bad time, I’d like to ask you a 2-3 questions. May I? (keep shut and let the prospect talk now)
If the prospect sounds interested, ask the following "Do you have 15-20 mins on your calendar next week Tuesday afternoon? I can tell you more, review with you what we’ve done with other clients in more details and learn about your issues to see if there’s a match?" Suggest a time proactively