Sales Tip - The Only Thing We Have to Fear...
What a great quote from FDR in his first inaugural address: "The only thing we have to fear is fear itself." Isn't that the way it is in reality when we are cold-calling for an appointment?
Prepare for the call by doing your homework on the company, their industry and even the decision-maker. Then pick up the phone, take a deep breath, and dial.
Use the Cold Call Script as a guide for the call under the Appointments link on rab.com if you don't already have it (deep link: http://www.rab.com/public/apptScript.pdf).
Put fear aside when making the call. What's the worst that can happen? You won't get an appointment? But what if you don't make the call?
Source: John Potter, SVP/Professional Development, RAB