Submitted by Ron S. La Vine
President of Accelerated Sales Training, Inc.
DO match and mirror the speed, tone and volume of the other person's voice.
DON'T speak in a monotone.
DO call for a specific reason such as to provide some information of value.
DON'T call just to check in.
DO go the prospect's web site first to see if they fit your ideal prospect profile.
DON'T randomly send out expensive (your time, material costs and postage) literature.
DO tell the truth even if you do not have the answer to a question at that moment.
DON'T try to fake like you know the answer to a question you don't.
DO ask for the business.
DON'T assume you have it until the paperwork is signed.
DO use good manners.
DON'T assume an air of familiarity.
DO speak clearly and slowly when leaving a message.
DON'T mumble your message.
DO leave your name, company name, area code and phone number twice in a row.
DON'T leave your name and phone number only once.
DO get the person's name right before speaking with them or leaving a voice mail.
DON'T mispronounce their name.
DO use direct questions or statements such as "Maybe you can help me."
DON'T use wishy-washy phrases such as "Might you possibly please tell me some information?"
DO write down an assistant's name if they provide it to you.
DON'T ask for their name and put them on the defensive since they might think you are going to get them in trouble.
DO develop different forms of marketing materials such as a one page Key Benefits fax cover sheet.
DON'T rely solely upon printed literature.
DO leave a voice mail for of "What's In It for Them" compelling benefits.
DON'T leave a voice mail to see "if they might be interested in what you have."
DO listen to and concentrate on what's being said.
DON'T let your mind wander.
DO identify all the buyers and influencers.
DON'T rely solely upon one person who may leave for another job.
DO be polite yet respectfully persistent.
DON'T give up after one or two calls.