Keep your cold calls short. Any prospecting call that exceeds two minutes is probably too long. Say who you are, say why you’re calling, and suggest a specific date and time to get together. Keep the call on track — if necessary, suggest a specific date and time again. If that doesn’t work, move on to the next call. Our goal isn’t to SELL something to somebody. It’s to do everything we can to help the other person decide to BUY from us.
Steve Schiffman President D.E.I. Management Group New York