Prospecting

0010110 0101101 00 0010110 0
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0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
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1110101 0010110 0101000 1110111 0100101 1010010 1 01
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0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001 0101100 1010110 1010110 110
1010001 1101110 1011011 1101010 0101101 1010001 1101110 001 001
1 10 10 01 01 11 10 011
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1011011 1 1 1 0 1 0 0 0 0
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0100101 0101000 0111011 1010110
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M
S
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0010110 0101101 00 0010110 0
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1 1 1 1 0 0 10
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1110101 0010110 0101000 1110111 0100101 1010010 1 01
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0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001 0101100 1010110 1010110 110
1010001 1101110 1011011 1101010 0101101 1010001 1101110 001 001
1 10 10 01 01 11 10 011
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1011011 1 1 1 0 1 0 0 0 0
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1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
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0100101 0101000 0111011 1010110
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1010110 1
1110101 101010010110
0010110
1010001
  The reality is, if you can't

handle all stages of the selling
process, you won't sell enough
to stay in the profession.
  However, regardless of how

good you are at the six stages of
selling process, you will be out of
business if you don't have a
prospect.
M
S
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0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
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1110101 0010110 0101000 1110111 0100101 1010010 1 01
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0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001 0101100 1010110 1010110 110
1010001 1101110 1011011 1101010 0101101 1010001 1101110 001 001
1 10 10 01 01 11 10 011
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1011011 1 1 1 0 1 0 0 0 0
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1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
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1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
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0100101 0101000 0111011 1010110
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1010110 1
1110101 101010010110
0010110
1010001
Without prospects,
you are out of business.
  With prospects, the professional

sales person has a chance to
change the world -------------
starting with your own now!
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
HIGH PROBABILITY PROSPECTING
1101110
1
10
1011011
10
1
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01
1
0101101
01
0
1010001
11
1
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10
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1010110
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1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
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1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
1010100 1 10
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
0010110
1010001
WHAT IS
HIGH PROBABILITY
PROSPECTING?
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
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1
10
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10
1
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01
1
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01
0
1010001
11
1
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10
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011
1010110
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0 0
001
0
1010110
001
0
110
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
WHAT IS HIGH PROBABILITY PROSPECTING? 1010100 1 10
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
0010110
1010001
  Whenever I speak to a large group of salespeople

about the success that can result from telephone
prospecting, I get several impassioned refusals
from members of the audience.
  Their typical remarks are “Cold calling is a waste

of time” and “I hate cold calling.”
  I then respond, “I agree that cold calling is a huge

waste of time.”
  There is a different telephone prospecting

process that is efficient, effective and M
enjoyable. S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
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1
10
1011011
10
1
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01
1
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01
0
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11
1
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10
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011
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0 0
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0
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1000111 10 11 1 01 00 01 11
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1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
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0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
1010100 1 10
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
0010110
WHAT IS HIGH PROBABILITY PROSPECTING? 1010001
  Vast majority of salespeople think that there

is only one way to use the telephone for
prospecting – namely cold calling.
  I am sure you also realize by now, cold calling

is a tiring task.
  It is unpleasant and loaded with rejection –

personal rejection.
M
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0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
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1110101 0010110 0101000 1110111 0100101 1010010 1 01
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0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
1101110
1
10
1011011
10
1
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01
1
0101101
01
0
1010001
11
1
1101110
10
0101100
011
1010110
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0 0
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0
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0
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1000111 10 11 1 01 00 01 11
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1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
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0011101 1110101 0 1 1 0
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0100101
1010100
0101000
1
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10
1010110
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
0010110
When I say “Telephone Prospecting,” 1010001
I am not talking about cold calling.
  High Probability Prospecting is an efficient,

enjoyable way to contact and make appointments
with prospects when they are ready to buy your
type of product or service.
  A High Probability Prospect is one who wants,

needs, can afford, and is ready to buy your product
or service now.
  Those who only want, need, and can afford - but

are not ready to buy now- are prospects that you
will not meet with now. M
S
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0010110 0101101 00 0010110 0
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0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
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1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
1101110
1
10
1011011
10
1
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01
1
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01
0
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11
1
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10
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011
1010110
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0 0
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0
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0
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1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
1010100 1 10
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
1010001
  But, you will continue to contact in the future,

until they are ready to buy.
  It is based on the fact that people buy for their

own reasons, in their own time.
  That’s true for most of us, when we are the

prospect.
M
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0010110 0101101 00 0010110 0
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0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
1101110
1
10
1011011
10
1
1101010
01
1
0101101
01
0
1010001
11
1
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
0 0
001
0
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001
0
110
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
1010100 1 10
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
1010001
  This process requires you to call a

precisely targeted list that contains
some people who already want your
type of product or service now or
will want it in the future.
M
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0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
1101110
1
10
1011011
10
1
1101010
01
1
0101101
01
0
1010001
11
1
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10
0101100
011
1010110
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0 0
001
0
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001
0
110
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1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
1010100 1 10
How does Cold Calling fit into High Probability 0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
Prospecting?
0010110
1010001
  Before picking up the phone, you need to define your

target market.
  If you haven't gone through the exercise of defining

your target markets, start by making a list of your
best customers:
1)  What characteristics do they share?

2)  Are they in similar industries?
3)  Are the companies of about the same size, or in the
same vertical markets?
4)  Or if they are using the same product and service
that your competitors are offering …….
M
S
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0010110 0101101 00 0010110 0
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0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
1101110
1
10
1011011
10
1
1101010
01
1
0101101
01
0
1010001
11
1
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
0 0
001
0
1010110
001
0
110
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
1
1110101 0
0100101
1010100
1
0101000
1
1
1011101 1110101001011 001011010100 0101000111011 111011
0111011
10
0
1010110
0111011 1101110101101 101101110101
  The first call you make is always a cold-call.
1010110 1
1110101 101010010110
0010110
1010001
  Call is extremely short – typically thirty-five

seconds – and creates no pressure.
  It is designed to get a quick “Yes” or “No”

answer.
  Do not engage in conversation unless their

immediate response is “Yes.”
  If they don’t know what you’re talking about,

is because your prospecting offer is too vague
or they don’t care.
  This type of call leaves the prospect with

a positive feeling about you. M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
1101110
1
10
1011011
10
1
1101010
01
1
0101101
01
0
1010001
11
1
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
0 0
001
0
1010110
001
0
110
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
WHAT IS HIGH PROBABILITY PROSPECTING? 0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
1010100 1 10
0111011 1101110101101 101101110101
  Your next call will be a warm call. 1010110 1
1110101 101010010110
0010110
1010001
  After the first call, every call you make to that

prospect is a “warm call.”
  Very few of those calls is likely to result in

rejection – if you change the wording of your
prospecting offer every time you call.
  Prospects either say “Yes” or “No” to your

offers and you gladly accept whatever answer
you get.
  No pressure, no manipulation, no conversations,

just a quick “Okay, goodbye.”
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
1101110
1
10
1011011
10
1
1101010
01
1
0101101
01
0
1010001
11
1
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
0 0
001
0
1010110
001
0
110
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
1
1110101 0 1 1
1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011
0
1010110
1010100 1 10
0111011 1101110101101 101101110101
  What about gatekeepers?
1010110 1
1110101 101010010110
0010110
1010001
  Don’t try to “get past” them.
  It’s not worth your time and effort.
  Most executives’ gatekeepers are their

Administrative Assistants.
  They usually know what their boss wants and

does not want.
  Make your offer to the AA and accept the

answer you get.
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
1101110
1
10
1011011
10
1
1101010
01
1
0101101
01
0
1010001
11
1
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
0 0
001
0
1010110
001
0
110
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
1010100
0101000
1
0111011
10
1010110
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
  The Results 0010110
1010001
  You should be able to contact and make offers

to three times as many suspects.
  You will find and make appointments with the

people who are most likely to buy.
  Rejection and stress will be greatly

diminished.
  The people that are not ready to buy now, but

are likely to buy in the future, will be happy
to take your calls because they are short,
pleasant, informative, and free of pressure. M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
1101110
1
10
1011011
10
1
1101010
01
1
0101101
01
0
1010001
11
1
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
0 0
001
0
1010110
001
0
110
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
WHAT IS HIGH PROBABILITY PROSPECTING?
1010010 1
0011101
1
0
1110101
1
0
10
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
1 1
1011101 1110101001011 001011010100 0101000111011 111011
0
1
0100101 0101000 0111011 1010110

  The Results
1010100 1
1010110
10
0111011 1101110101101 101101110101
1
1110101 101010010110
0010110
1010001
  Because of your frequent, positive contacts,

when they think of your type of products and
services, your name will be favorably at the
“front of their minds.”
  You will stop wasting your time on low

probability prospects.
  You will make appointments only with people

that are ready willing and able to buy.
  Your selling cycle for each prospect will be

much shorter.
  Your closing rates can dramatically increase. M

S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1 HIGH PROBABILITY PROSPECTING
1011011
1101110
1
10
1011011
10
1
1101010
01
1
0101101
01
0
1010001
11
1
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
0 0
001
0
1010110
001
0
110
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
WHAT IS HIGH PROBABILITY PROSPECTING?
1101110
1010010
1010010
1
1101010
0
0011101
1
1110101
10 0 111 0101
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0100101
1
1
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
1010100 1 10
0111011 1101110101101 101101110101
1010110
Points to remember:
1
1110101 101010010110
0010110
1010001
  High Probability Prospecting doesn't eliminate

cold-calling entirely.
  You will, however, make successively fewer Cold

Calls and far more "Warm Calls".
  That will eliminate most of the Rejection associated

with cold-calling.
  Thus, you will turn telephone prospecting into an

efficient and enjoyable activity.
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1 HOW WINNERS TELEPHONE PROSPECT
1101110
10
1011011
10
1101010
01
0101101
01
1010001
11
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
1011011 1 1 0
001
0
1010110
001
0
110
1 0 1 0
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
1010100 1 10
0111011 1101110101101 101101110101
Attitude Determines Sales Success 1010110 1
1110101 101010010110
0010110
1010001
  Let’s look at a plan that will help you handle

telephone like a pro:
a)  a strategic telephone prospecting process,

b)  an objective assessment of your situation,
c)  goal setting,
d)  resulting strategies, and
e)  tactics to achieve that goal.
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001 0101100 1010110 1010110 110
1010001 1101110 1011011 1101010 0101101 1010001 1101110
1
A STRATEGIC TELEPHONE PROSPECTING PROCESS
10 10 01 01 11 10 011
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
1011011 1 1 1 0 1 0 0
001
0
001
0
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
1010100 1 10
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
1.  Overcome Your Reluctance 0010110
1010001
2.  Research Your Prospects

3.  Distance yourself from competitions
4.  Preparing your Opening Statement
5.  Make Gatekeepers Your Allies
6.  Stay Focused
7.  Avoid Common Mistakes
8.  Stick With It
9.  Ending the call
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
OVERCOME YOUR RELUCTANCE
1101110
1
10
1011011
10
1101010
01
1
0101101
01
1010001
11
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
1 0 1 0 0
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
001
0
1010110
001
0
110
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010

1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
1010100 1 10
0111011 1101110101101 101101110101
1.  Overcome your reluctance

1010110 1
1110101 101010010110
0010110
1010001
  Make the telephone prospecting calls when

you feel the freshest and most energized.
  For most people, this is at the start of the

business day.
  Think of the call as a friendly call, not an

adversarial one.
  Remind yourself that you have a great

product that genuinely serves a need.
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
RESEARCH YOUR PROSPECTS (I)
1101110
1
10
1011011
10
1101010
01
1
0101101
01
1010001
11
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
1 0 1 0 0
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
001
0
1010110
001
0
110
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010

1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
1010100 1 10
0111011 1101110101101 101101110101
2. 
1010110 1
Research your prospects
1110101 101010010110
0010110
1010001
  Check local newspapers, industry

journals, and Web sites for information
about the companies or individuals whom
you're calling.
  In this way, you can start your call by
discussing the prospect's business, not
yours.
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
RESEARCH YOUR PROSPECTS (II)
1101110
1
10
1011011
10
1101010
01
1
0101101
01
1010001
11
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
1 0 1 0 0
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
001
0
1010110
001
0
110
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010

1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
2. 
0100101 0101000 0111011 1010110
10
Research your prospects
1010100 1
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
0010110
1010001
TIPS:
  Target call to the right audience.
  Use market research to focus on your target
market.
  Find out as much as you possibly can about the
company or individual you're going to call in
advance.
  This gives you the huge advantage of being
able to talk about their business and their
needs when you call them.
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
DISTANCE FROM THE COMPETITIONS
1101110
1
10
1011011
10
1101010
01
1
0101101
01
1010001
11
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
1 0 1 0 0
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
001
0
1010110
001
0
110
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010

1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
3.  Distance yourself from competitions 0011101
1
1110101 0
0100101
1010100
1
0101000
1
1
1011101 1110101001011 001011010100 0101000111011 111011
0111011
10
0111011 1101110101101 101101110101
0
1010110
1010110 1
1110101 101010010110
  Position yourself as different than the
0010110
1010001
competitions.
  5 Unique Selling Points (USP).
  Develop a script around each USP.
•  The USPs should describe benefits rather than features of
the product or service.
•  References in a script to the experiences of satisfied

customers will help illustrate and give real-life evidence of
a benefit.
  Get to know your customers and their business

needs very well, so you become more than just a
"supplier" to them - you become almost an
extension of their business.
M
TIPS: Refer to your S.W.O.T. S

X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
PREPARE AN OPENING STATEMENT(I)
1101110
1
10
1011011
10
1101010
01
1
0101101
01
1010001
11
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
1 0 1 0 0
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
001
0
1010110
001
0
110
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010

1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1011101 1110101001011 001011010100 0101000111011 111011
4. 
1
Prepare an opening statement

0100101 0101000 0111011 1010110
1010100 1 10
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
0010110
1010001
  There are a number of items to complete when preparing

an opening statement.
  Before you make the first call, set goals and determine
the call to action you want the prospect to make.
  Do you want them:

  to buy on the phone,
  set up an appointment for you to visit them,
  or are you just asking for permission to send more
information?
  Know exactly what you want to accomplish with

M
the call before making the call. S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1 PREPARE AN OPENING STATEMENT(II)
1011011
1101110
1
10
1011011
10
1101010
01
1
0101101
01
1010001
11
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
1 0 1 0 0
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
001
0
1010110
001
0
110
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010

1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
4. 
0011101 1110101 0 1 1 0
1011101 1110101001011 001011010100 0101000111011 111011
Prepare an opening statement
1 0111011
0100101 0101000 1010110
1010100 1 10
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
0010110
1010001
  Now, write an opening statement.
  Do not read the opening statement word for

word.
  Use your statement to organize your thoughts.
  Since you have about 20 seconds to get a

person’s attention, you can't afford to ramble
or trip up once the prospect is on the line.
  Include a greeting and an introduction, a

reference point (this can be something about
the prospect), the benefits of your product
or service, and a transition to a question or M
S
dialogue. X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1 PREPARE AN OPENING STATEMENT(III)
1101110
10
1011011
10
1101010
01
0101101
01
1010001
11
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
1011011 1 1 0
001
0
1010110
001
0
110
1 0 1 0
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
Prepare several opening statements for your calls:
1101110 1010010 1101010 0011101 1110101 0 11 1 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1011101 1110101001011 001011010100 0101000111011 111011
  …………………………………………………………………………………………………………………
1
0100101
1010100
0101000
1
0111011
10
1010110
0111011 1101110101101 101101110101
………………………………………………………………………………………………………………… 1 0 1 0 1101110 11010
1010010 10010110
1101010
………………………………………………………………………………………………………………… 001
……………………………………………………………………….
……………………………………………………………………………………
  Include questions that:
  enable you to learn about the prospect’s company

and its needs,
  elicit “yes” responses that will dispose the
prospect to agreeing to a sales visit.
  Because several calls might (probably will) be necessary to get an

appointment, each opening call to the same prospect should contain
something new to tell or ask the prospect each time you call back.
TIPS:
  USPs will come in handy!
 
M
Write out possible objections and your S
answer to them. X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1 PREPARE AN OPENING STATEMENT(IV)
1101110
10
1011011
10
1101010
01
0101101
01
1010001
11
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
1011011 1 1 0
001
0
1010110
001
0
110
1 0 1 0
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
  For example:
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
1010100 1 10
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
0010110
1010001
"Good afternoon, Ms. Marshall. This is Ken

Brown with Green Works. I read in the local
paper that you recently broke ground for a new
office complex. We specialize in commercial
landscape services that allow you to reduce in-
house maintenance costs and comply with the
city's new environmental regulations. I'd like to
ask a few questions to determine whether one
of our programs might meet your needs."
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1 MAKE THE GATEKEEPERS YOUR ALLIES(I)
1101110
10
1011011
10
1101010
01
0101101
01
1010001
11
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
1011011 1 1 0
001
0
1010110
001
0
110
1 0 1 0
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
1010100 1 10
5.  Make the gatekeepers your allies

0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
0010110
1010001
  Secretaries and administrative assistants

stand between you and the decision makers
of a business.
  As such, these women and men can be

valuable sources of information; they can
direct you to the right person and help you
to understand how their company might
use your product or service.
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1 MAKE THE GATEKEEPERS YOUR ALLIES (II)
1101110
10
1011011
10
1101010
01
0101101
01
1010001
11
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
1011011 1 1 0
001
0
1010110
001
0
110
1 0 1 0
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
Develop strategies to get the gatekeeper on your side: 0100101
1010100
0101000
1
0111011
10
0111011 1101110101101 101101110101
1010110
1010110 1
1110101 101010010110
0010110
1010001
…………………………………………………………………………………………..
…………………………………………………………………………………………….
……………………………………………………………………………………………..
  Sometimes asking, "I wonder if you could help me?" will help
you get the information you need, such as the name
of the right person to talk to or when the best time to contact
the prospect is.
  Learning the names of gatekeepers and being friendly

helps, too.
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
STAY FOCUS (I)
1010001 1101110 1011011 1101010 0101101 1010001 1101110 0101100 1010110 1010110 110
1 10 10 01 01 11 10 011 001 001
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
1011011 1 1 1 0 1 0 0 0 0
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
6.  Stay focus

1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
1010100 1 10
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
0010110
  Remember, the purpose of a call is to qualify the
1010001
prospect and to schedule a face-to-face meeting.
  Don't launch into an extensive sales pitch over the

phone, unless a specific goal is set.
  Stimulate interest, learn a little about the prospect, and

ask for an appointment.
  If a prospect stalls by asking you to mail information,

set the stage for the next step of the sale:
"Let me ask you a few questions so I can send

information that's relevant to your situation. If you like
what you see, can we get together next week to
M
discuss it in more detail?"
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
STAY FOCUS (II)
1010001 1101110 1011011 1101010 0101101 1010001 1101110 0101100 1010110 1010110 110
1 10 10 01 01 11 10 011 001 001
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
1011011 1 1 1 0 1 0 0 0 0
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
6.  Stay focus

0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
1010100 1 10
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
0010110
1010001
  Smooth the way for your call by sending prospects a small,

unique promotional item.
  This helps break the ice and makes your business stand out
from the crowd.
  YOU, could be remembered as:
"It's amazing - A P200 crazy little item we've sent out has
helped us get Fortune 500 accounts. When we call, they
say, "Oh yeah....you were the one that sent me that...“
  Remember, the purpose of a call is to qualify the

prospect and to schedule a face-to-face meeting.
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
AVOID MAKING MISTAKES
1010001 1101110 1011011 1101010 0101101 1010001 1101110 0101100 1010110 1010110 110
1 10 10 01 01 11 10 011 001 001
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
1011011 1 1 1 0 1 0 0 0 0
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0111011 1010110
7.  Avoid making mistakes

0101000 10
1010100 1
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
0010110
1010001
  Don't start a call by asking "How are

you doing today?" or "Is this a good
time to talk?"
  The first question sounds insincere or

presumptuous coming from a stranger
and wastes time; the second gives the
prospect an easy opportunity to end the
call.
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
STICK WITH IT
1010001 1101110 1011011 1101010 0101101 1010001 1101110 0101100 1010110 1010110 110
1 10 10 01 01 11 10 011 001 001
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
1011011 1 1 1 0 1 0 0 0 0
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0111011 1010110
8.  Stick with it

0101000 10
1010100 1
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
0010110
1010001
  80% of new sales are made after the

fifth contact, yet the majority of
salespeople give up after the second
call.
  Follow up and keep calling.
  Persistence pays off.
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1 ENDING THE CALL
1101110
10
1011011
10
1101010
01
0101101
01
1010001
11
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
1011011 1 1 0
001
0
1010110
001
0
110
1 0 1 0
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
9.  Ending the call

1010100 1 10
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
0010110
1010001
  A cold call takes the recipient off-guard when they

answer the phone.
  You are interrupting their day, so ensure that you

state your objective immediately, ask for their
time, and then ask 3-5 questions about their
business needs to determine if there is need to
move forward with further conversations.
  This will show your prospect that you are

respectful of their time, yet you have something
to offer that they may not even realize they need.
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
KEY TO YOUR SUCCESS (I)
1101110
1
10
1011011
10
1
1101010
01
1
0101101
01
0
1010001
11
1
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
0 0
001
0
1010110
001
0
110
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1011101 1110101001011 001011010100 0101000111011 111011
ASSESSMENT 1
0100101
1010100
0101000
1
0111011
10
0111011 1101110101101 101101110101
1010110 1
1010110
1110101 101010010110
- Attitude Determines Sales Success 0010110
1010001
  With every skill you acquire, there is always a

process of identifying your own weakness,
assessing your own skills and seeking to
improve.
  When designing a prospecting process

you'll need to take a comprehensive as
well as objective look at your individual
situation.
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
1101110
1
KEY TO YOUR SUCCESS (II)
10
1011011
10
1
1101010
01
1
0101101
01
0
1010001
11
1
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
0 0
001
0
1010110
001
0
110
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
 
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
ASSESSMENT 0011101
1
1110101 0
0100101
1010100
1
0101000
1
1
1011101 1110101001011 001011010100 0101000111011 111011
0111011
10
0
1010110
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
0010110
Here are six of the considerations for 1010001
filling the "new business" pipeline:

1)  What are the key characteristics of your territory?
Customers, references, competition, suppliers, market
share,etc.
……………………………………………………………………………………………
…………………………………………………………………………………………..
2)  Where and how does your product or service best fit? In which
companies, markets, geographies?
……………………………………………………………………………………………
……………………………………………………………………………………………
3)  To what degree is your company name or brand

recognized by your potential market?
M
……………………………………………………………………………………………
S
……………………………………………………………………………………………X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 111 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
1101110
1
KEY TO YOUR SUCCESS
10
1011011
10
1
1101010
01
1
0101101
01
0
1010001
11
1
1101110
10
0101100
011
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
0 0
1010110
001
0
1010110
001
0
110
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
11
Here are eight of the considerations 1 11 00 11 0 0100101 1
0101101 10for
011101010 0 1 00 110 filling the
0 1 010"new
0011101 business"pipeline:
111011 1 0 1 0110 111 0101 1
10
0100011 100011101110 1101011 1010110111010 111010100101 001011010100 010100
1011 1011011 01110 10010 10101 01110
1010100 101001011010 110101000111 0001110111010 11
1011010 1000111 0111010 110
 
1000111 01 11
0111010 1101011011101 01110101
ASSESSMENT 1101110 0
1010010 10010110
1101010
001
4)  How effective have you been at prospecting? Do you have the
skills, tools, and determination to make it work?
………………………………………………………………………………………………
………………………………………………………………………………………………
5)  How much potential business is out there for you, based upon your
analysis of your territory?
………………………………………………………………………………………………
………………………………………………………………………………………………
6)  What has been your conversion rate? That is how many leads does
it take to create a new customer?
………………………………………………………………………………………………
………………………………………………………………………………………………
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
1101110
1
KEY TO YOUR SUCCESS
10
1011011
10
1
1101010
01
1
0101101
01
0
1010001
11
1
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
0 0
001
0
1010110
001
0
110
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
1010100 1 10
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
GOAL 0010110
1010001
  There is a new business revenue number to

which you must commit -- to your
management and to yourself.
  (Do you know that number?)
  (Are you committed to that number?)
  You must be convinced, based upon your

assessment, that this goal is achievable.
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
KEY TO YOUR SUCCESS
1101110
1
10
1011011
10
1
1101010
01
1
0101101
01
0
1010001
11
1
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
0 0
001
0
1010110
001
0
110
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
1010100 1 10
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
STRATEGIES 0010110
1010001
  Winners will typically devise a number

of strategies, which together provide
the how - as in,
"How am I going to achieve my goal of

$3.5 million in new business this year?"
  Here are the 14 proven

strategies:
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
KEY TO YOUR SUCCESS
1101110
1
10
1011011
10
1
1101010
01
1
0101101
01
0
1010001
11
1
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
0 0
001
0
1010110
001
0
110
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1011101 1110101001011 001011010100 0101000111011 111011
STRATEGIES
1 0111011
0100101 0101000 1010110
1010100 1 10
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
0010110
1010001
1) Improve the skills you determined were weak in

your assessment.
2) Ask for referrals.
3)  Target a list of 50 companies or more.
5)  Commit to prospecting two to eight hours

every week.
5)  Qualify, qualify, qualify!
7)  Commit to following up.
8)  Make prospecting a quality, not a quantity effort.
11)  Make it a practice to do some research on every

company which you target to prospect. M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
1010110 0101101110101 110101001011 0010110101000 1000111011101 1100011101110 1100011101110 110001110111
1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
KEY TO YOUR SUCCESS
1101110
1
10
1011011
10
1
1101010
01
1
0101101
01
0
1010001
11
1
1101110
10
0101100
011
1010110
1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
0 0
001
0
1010110
001
0
110
1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
STRATEGIES
1010100 1 10
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
0010110
1010001
9)  Get your messages and talking points down cold.
11)  Decide in advance whether you are going to

leave a voicemail message for people you can't
reach and what that voicemail will contain.
11)  Be prepared.
12)  Provide value at every point of contact.
13)  Take notes. Record key points.
14) Invest the time for tracking and

measurement.
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
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1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
1101110
1
10 KEY TO YOUR SUCCESS
1011011
10
1
1101010
01
1
0101101
01
0
1010001
11
1
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10
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011
1010110
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0 0
001
0
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1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
1010100 1 10
0111011 1101110101101 101101110101
1010110 1
1110101 101010010110
STRATEGIES 0010110
1010001
Planning, questioning, listening,

Internet research, relationship
building, networking, and
telephone skills are all critical for
effective prospecting.
M
S
X
0010110 0101101 00 0010110 0
1010100 101100011101 011000 10110101100 101100 010110101100
0111011 1101011 1110111010100 0111011101010 0111011101010 011101110101
0111011 1010110 0111010 1011010 0101101 0101101 0010110
1 1 1 1 0 0 10
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1110101 0010110 0101000 1110111 0100101 1010010 1 01
1110101 0 1 1 0 1010110 1101011 0100101101011 010010110101
0010110 010110101000 010001110111 1101110101101 101101110101 0 0 111 0111010 0 0 0 11 1 0 0001110 1000111
0010110 1 1 01 1 00 1001011 111010100101 111010100101 011101010010
1010001 0100011101110 1101110101101 011011101010 101010010110 101101010001
1010001
1
1011011
1101110
1
KEY TO YOUR SUCCESS
10
1011011
10
1
1101010
01
1
0101101
01
0
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11
1
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10
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011
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1101110 1011101011011 110111010100 101001011010 0110101000111 0001110111010 0111010110111 1101110101001 101110101001 1101110101001 110111
0 0
001
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1010110
001
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1010100 010100101101 0110101000111 0001110111010 111010110111 101110101001 101001011010 110101000111 1101011000111 110101
1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010
1000111 10 11 1 01 00 01 11
0111010 1110101101110 011101010010 0100101101010 101010001110 0111011101011 1101011011101 011101010010
1101110 1010010 1101010 0011101 1110101 0 111 0101 0100101 1
1010010 1 0 1 10 1
1101010 101010001110 0111011101011 1010110111010 111010100101 001011010100 010100
0011101 1110101 0 1 1 0
1 1011101 1110101001011 001011010100 0101000111011 111011
0100101 0101000 0111011 1010110
1010100 1 10
0111011 1101110101101 101101110101
Prospecting is the key to your sales success 1010110 1
1110101 101010010110
0010110
1010001
  practice, practice, practice, practice, practice,

practice,
  While TELEPHONE PROSPECTING may never be

much fun for you, you can get better at it, and
the more you practice, the more effective a
sales tactic it will be.
  So get your script and your call list together and

reach for the phone.
  The people who want to do business with you

are out there - but you have to let them know
about you first.
M
S
X

Prospecting

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1010100 101100011101 011000 10110101100 101100 010110101100

 The reality is, if you can't

 However, regardless of how

 With prospects, the professional

 Whenever I speak to a large group of salespeople

 Their typical remarks are “Cold calling is a waste

 I then respond, “I agree that cold calling is a huge

 There is a different telephone prospecting

 Vast majority of salespeople think that there

 I am sure you also realize by now, cold calling

 It is unpleasant and loaded with rejection –

I am not talking about cold calling.

 High Probability Prospecting is an efficient,

 A High Probability Prospect is one who wants,

 Those who only want, need, and can afford - but

 But, you will continue to contact in the future,

 It is based on the fact that people buy for their

 That’s true for most of us, when we are the

 This process requires you to call a

 Before picking up the phone, you need to define your

 If you haven't gone through the exercise of defining

1) What characteristics do they share?

 Call is extremely short – typically thirty-five

 It is designed to get a quick “Yes” or “No”

 Do not engage in conversation unless their

 If they don’t know what you’re talking about,

 This type of call leaves the prospect with

 After the first call, every call you make to that

 Very few of those calls is likely to result in

 Prospects either say “Yes” or “No” to your

 No pressure, no manipulation, no conversations,

 Don’t try to “get past” them.

 It’s not worth your time and effort.

 Most executives’ gatekeepers are their

 They usually know what their boss wants and

 Make your offer to the AA and accept the

 You should be able to contact and make offers

 You will find and make appointments with the

 Rejection and stress will be greatly

 The people that are not ready to buy now, but

0100101 0101000 0111011 1010110

 Because of your frequent, positive contacts,

 You will stop wasting your time on low

 You will make appointments only with people

 Your selling cycle for each prospect will be

 Your closing rates can dramatically increase. M

 High Probability Prospecting doesn't eliminate

 You will, however, make successively fewer Cold

 That will eliminate most of the Rejection associated

 Thus, you will turn telephone prospecting into an

 Let’s look at a plan that will help you handle

a) a strategic telephone prospecting process,

2. Research Your Prospects

1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010

1. Overcome your reluctance

 Make the telephone prospecting calls when

 For most people, this is at the start of the

 Think of the call as a friendly call, not an

 Remind yourself that you have a great

1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010

 Check local newspapers, industry

1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010

1011010 0100011 0111010 1101110 0101001 0110101 1000111 0111010 0111010

  The reality is, if you can't

  However, regardless of how

  With prospects, the professional

  Whenever I speak to a large group of salespeople

  Their typical remarks are “Cold calling is a waste

  I then respond, “I agree that cold calling is a huge

  There is a different telephone prospecting

  Vast majority of salespeople think that there

  I am sure you also realize by now, cold calling

  It is unpleasant and loaded with rejection –

  High Probability Prospecting is an efficient,

  A High Probability Prospect is one who wants,

  Those who only want, need, and can afford - but

  But, you will continue to contact in the future,

  It is based on the fact that people buy for their

  That’s true for most of us, when we are the

  This process requires you to call a

  Before picking up the phone, you need to define your

  If you haven't gone through the exercise of defining

1)  What characteristics do they share?

  Call is extremely short – typically thirty-five

  It is designed to get a quick “Yes” or “No”

  Do not engage in conversation unless their

  If they don’t know what you’re talking about,

  This type of call leaves the prospect with

  After the first call, every call you make to that

  Very few of those calls is likely to result in

  Prospects either say “Yes” or “No” to your

  No pressure, no manipulation, no conversations,

  Don’t try to “get past” them.

  It’s not worth your time and effort.

  Most executives’ gatekeepers are their

  They usually know what their boss wants and

  Make your offer to the AA and accept the

  You should be able to contact and make offers

  You will find and make appointments with the

  Rejection and stress will be greatly

  The people that are not ready to buy now, but

  Because of your frequent, positive contacts,

  You will stop wasting your time on low

  You will make appointments only with people

  Your selling cycle for each prospect will be

  Your closing rates can dramatically increase. M

  High Probability Prospecting doesn't eliminate

  You will, however, make successively fewer Cold

  That will eliminate most of the Rejection associated

  Thus, you will turn telephone prospecting into an

  Let’s look at a plan that will help you handle

a)  a strategic telephone prospecting process,

2.  Research Your Prospects

1.  Overcome your reluctance

  Make the telephone prospecting calls when

  For most people, this is at the start of the

  Think of the call as a friendly call, not an

  Remind yourself that you have a great

  Check local newspapers, industry

•  References in a script to the experiences of satisfied

  Get to know your customers and their business

  There are a number of items to complete when preparing

  Do you want them:

  Know exactly what you want to accomplish with

  Now, write an opening statement.

  Do not read the opening statement word for

  Use your statement to organize your thoughts.

  Since you have about 20 seconds to get a

  Include a greeting and an introduction, a

  Include questions that:

  enable you to learn about the prospect’s company

  Because several calls might (probably will) be necessary to get an

5.  Make the gatekeepers your allies

  Secretaries and administrative assistants

  As such, these women and men can be

  Learning the names of gatekeepers and being friendly

6.  Stay focus

  Don't launch into an extensive sales pitch over the

  Stimulate interest, learn a little about the prospect, and

  If a prospect stalls by asking you to mail information,

6.  Stay focus

  Smooth the way for your call by sending prospects a small,

  YOU, could be remembered as: