Three Keys to Prospecting Calls

How do we make prospecting calls great? The following are three really important keys to keep in mind when prospecting:

1. Engage the prospect and get them talking. If you’re talking, you’re not getting the meeting. Engage them and get them talking so you can get that meeting.

2. Once they start talking, it’s time to book the meeting. Don’t have them keep talking, because if they talk too much, they’re going to talk themselves out of an appointment. How do you do that? Transition. For example, “Wow, sounds like we’ve got some great things we could talk about. How about next Tuesday at 10:00am, we sit down for coffee?” Once you’ve transitioned and you’ve secured the meeting, move on to the next step.

3. Lock the meeting. How do you do this? Once you’ve secured an appointment date and time, ask, “What is it that would be most beneficial for us to cover in that 30 minutes?” Get their reason for agreeing to the meeting directly at the end of the call. Now you’ve got the meeting. It is locked.

Watch Kevin Higgins, President, Fusion Learning share our point of view on the three keys to prospecting calls.

Scott Gilmore

Scott Gilmore is the SVP Sales and Marketing of Fusion Learning Inc., recognized by Selling Power as one of the Top 20 Sales Training Companies in North America.
For more information, please call Scott at 416.424.2316

Share this story:
Tags:
Scott Gilmore

About Scott Gilmore

Scott Gilmore is the SVP Sales and Marketing of Fusion Learning Inc., recognized by Selling Power as one of the Top 20 Sales Training Companies in North America. For more information, please call Scott at 416.424.2316

6 thoughts on “Three Keys to Prospecting Calls

  1. Wonderful blog! I found it while searching on Yahoo News.
    Do you have any suggestions on how to get listed
    in Yahoo News? I’ve been trying for a while but I never seem to get there!
    Cheers

  2. Hi there,I read your blog named “Three Keys to Prospecting Calls | Sales Training , Strategy and Sales Management Training Programs | Fusion Learning Inc” daily.Your humoristic style is awesome, keep it up! And you can look our website about proxy list.

  3. Good day I am really thrilled I found this blog page, I actually found you by error, while I was searching on Google for bluestacks download for pc. Anyways I’m here right now and would simply love to say thanks a lot for a incredible blog post and the all-round entertaining blog (I also love the design), I don’t have sufficient time to read it entirely at the moment but I have book-marked it and even added in the RSS feed, so when I have sufficient time I’ll be back to go through a great deal more. Make sure you do continue the fantastic work.

  4. Thanks for writing this info, I bookmarked the webpage. I’m furthermore interested in material regarding tubemate for pc, do you know exactly where I might come across something such as that? I’ll be back in the future!

Leave a Reply

Your email address will not be published.

You may use these HTML tags and attributes: <a href="" title="" rel=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <strike> <strong>