- Don't read
If you get a prospect on the phone, don't read your script, speak naturally.
- Choose your words carefully
Never mention words like "promotion" or "campaign" or "offer" ... any of those STOP words for prospects to hang up.
- Be humble
If you are collecting information, call to the base of the organization and ask for help, these people are open for it if you make them feel important.
If you are setting up an appointment or generating a leads, call the middle management and make sure your message fits.
- Don't accept NO for an answer
Be prepared for a NO, you will be able to categorize 80% in 5 standard answers:
- Not interested;
- Happy with current supplier;
- No budget;
- No time;
- Send met documentation;
Try to be as respectful as possible for their calendar.
Always try to close with a closed question for a next action.