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There are a few dos and dont’s you should consider when making a prospecting call. Here are the 4 D’s of sales prospecting:

1. Don’t create a HAYT crime. HAYT stands for: “How are you today?” When you do this, you can sense that prospect’s defense wall rise and you lose credibility.

2. Do be UNJUST. What I mean is: Get the words “just” and “love” out of your vocabulary. I.e. “I was just following up…” “I would love to meet you…”

3. Don’t be Less Than. This means avoiding having a “mother may I” tonality. I.e. “I would really appreciate it, if you could, give me just a few minutes of your time.”

4. Do have Equal Business Stature: This means having a tone of authority that is business edge. Business edge tonality sounds like a sense of urgency without any arrogance.

When you make the call, concentrate on the first ten seconds. What you don’t need to be is salesy. You do need to set clear expectations and not fall into stereotypical traps.

Here is what setting clear expectations in the first 10 seconds of a cold call sounds like:

“Hey Jim, John Rosso. Jim, I’m looking for a little bit of help. I am not sure if it is going to make sense for us to talk. I am reaching out to you for two specific reasons. Let me tell you what they are and then let’s figure out if it makes sense to talk further.”

If you would like to take a deeper dive into mastering stress-free lead development, join me for an upcoming webinar on the topic. Reserve your spot.

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