This week we take an in-depth analysis of what it takes to find your way to the right person in any organization that you are calling on when you don't know the name of the specific person you want to talk to.

In every sales conversation there is the aspect of small talk to get the conversation started with prospects. But there is another aspect of the Gold Call script that needs closer examination. What I am referring to is the 'small-talk' 'filler' that gets conversation off to a good start and sounding natural. That is why you need to listen closely to the sound of your prospect's voice when they answer their phone and engage you in the opening seconds of your 'Gold Call'. This is a critical step that should NOT be overlooked!

Seldom in this world of ours do people say what they really mean. For the average person, it’s always safer to give a hint than to come right out and speak your mind. That’s how things work in the ‘real world’, and you need to manage your own expectations with people accordingly.