by Lynn Hidy, Up Your Telesales

1. make it all about them
@upyourtelesales
www.upyourtelesales.com

2.  Think of it from their perspective, what
would make a visit from you valuable?
 INSTEAD of telling the prospect what you
do, tell them what you will do FOR THEM
 Have a conversation vs. conducting an
interrogation (or giving a presentation)
@upyourtelesales
www.upyourtelesales.com

3.  Industry information
 Regulatory changes
 New results achieved
 Case study or white paper
@upyourtelesales
www.upyourtelesales.com

4.  Talk about process vs. power to uncover how
decisions are made and by whom
 Is there anything (else) I can do for you
today?
@upyourtelesales
www.upyourtelesales.com