Often times a prospect’s request for information can bring a cold call to a dead stop. Some salespeople fight in vain for the appointment by using the overcoming objections skills they learned in some sales training class. However, requests for literature are not objections. They are ‘brush off’ statements designed to get salespeople off the phone.

The trick is to agree with prospect’s request for literature, but with one caveat, that he agrees to schedule a call with me on his calendar. Hear how a brush off request for information turns into a closed appointment.

The objective of any successful sales call is to uncover prospect ‘Pain’. When prospects reveal their ‘Pain’ your chances of scheduling an appointment with them are greatly increased. In this recording hearhow asking ‘negative questions’ of the prospect helps get the ‘Pain’ out in the open so the appointment can be closed.

If you have a strong sense of perception, and know how to read people, you have a future in sales. Within the opening 5 seconds of any cold call you can tell simply from the tone of someone’s voice as to how far you’re going to get in conversation, and what you can get away with in terms of using humor to sell. Making people laugh is an art form. This ’Gold Call’ recording shows how having a sense of humor helps close the appointment.

The purpose of this recorded call is to demonstrate one way to go about setting the agenda in advance for an appointment you are scheduling with a prospect. This call demonstrates a questioning technique that gets prospects talking about their role of responsibilities, and helps to identify the prospect as the right person to be setting an appointment with.

In closing this appointment the meeting is confirmed using a tactic called the ’Pen or Pencil Confirmation’. This helps eliminate the possibility of a ‘no-show’ prospect on the day of the sales appointment.