If you are to succeed in getting your foot in the door, and meeting with more sales prospects, you need to sound better than the other guy. It’s not a ‘numbers game’. Sales prospecting over the telephone is a ‘performing art’ that requires you to have superior verbal communications skills to get ahead in business. You get but one chance at a good first impression. In this gold call recording with a sales prospect of mine, you can listen in as I successfully execute several key tactics in conversation that helped me close the appointment on my calendar.

As you replay this gold call recording listen for the following tactics in conversation:

Start the Call
•   If you know a foreign language it helps
•   Make conversation, not a sales call.
•   Break the ‘ice’ with self-deprecating humor
Helping the Prospect to Understand
•   The Gold Call ‘Lemonade Statement’ – Explain your business in simple terms, like lemonade (a cold drink for thirsty people)
•   Pace your speech – Slow down and use Gold Call ‘Power Words and Phrases’
Closing & Confirming the Appointment
•   Assume the appointment on to your calendar
•   Play hard to get with appointment scheduling
•   Suggest an agenda – Focus on the problem you solve
•   Give your prospect ‘homework’
•   Establish ‘Up Front Contracts’ with your prospects
*   Confirm the scheduled appointment using the ‘Pen or Pencil Close’