Your colleagues are extremely interested in cold calling company presidentslike you, everybody with business savvy wants to reach the executives, quickly, to close top dollar sales.

In this business environment with collapsed organizational structures, the elimination of middle management, and the increased workload for executive assistantsits even more challenging to break through to the inner circle of decision-makers.

So consider this--stop making the cold-calling process more complicated (and considerably more painful) than it needs to be. Quit agonizing over the writing of pre-approach letters and searching out friends who can provide warm introductions thatll break you through, and get you into the hallowed halls of the executive suites.

Sure, pre-approach letters and warm introductions are a good mix to add to any sales strategybut even big time local and long distance phone companies are finally catching on to the fact that the product they market, the telephone, is the most direct, effective tool for increasing sales by leaps and bounds. Now, you dont wanna miss out on use of a proven, effective sales tool, do you?

Of course not!

Heres What Sales Pros Attempt

Now, this is interesting a recent client survey revealed that most sales professionals feel pressed to accomplish a lot during a prospecting call. With each executive-level cold call, most professionals take a big breath and in one, great big, run on sentence try to 1)establish rapport by being friendly, 2)gain credibility by giving company history, 3)learn about the prospect with probing questions, and 4)introduce and sell products/services, all within the parameters of one brief make-it-or-break-it telephone call to the executive suite.

Youll Never See It Coming, Heres Why

Heres a news flash it cant be done! Even bigger news this kind of approach actually signals executive assistants that you dont belong in the presidents office. The assistant will simply smile, refer you down to a lower leveland youll never know why or how you got booted down the ladder so quickly.

So, lets go to the heart of the matter and take a close look at the structure of the phone call itself. In the 35 to 90 seconds that youll have to spend on the telephone at the presidents level, youve gotta be prepared to take the call down the straight and very narrow path in which you want it to go. And there is one absolute, positive, no doubt about it, purpose of your call. Any hint of a deviation from this purpose will result in fewer executive-level appointments.

So heres the secret ... cherish it and know its extremely valuable.

THE amazingly simple secret to successful cold calls to the offices of presidents is to be certain that every single one of your prospecting calls has one crystal clear purpose and one purpose only. Each word you speak during your prospecting phone calls directs and redirects the conversation toward that one goal, scheduling an executive-level sales call. It doesnt matter whether you schedule a meeting in person, or schedule a phone meetingevery word of the initial phone call must direct the conversation toward getting that meeting booked on the calendar. Period.

Write Down the Words of a Successful Call

A technique thatll catapult you forward is to write down the words exchanged during your cold call. Identify what words, statements, and questions keep the conversation on track toward an appointment and what words cause you to lose the appointment.

Youll become consciously aware of the words that flow between you and your prospectand their impact. Wont be long til you realize that your words either get you what you want or take your cold calls way off the path down some obscure rabbit trail.

I guarantee your competition doesnt have a single-minded focus on high level calls and is, unwittingly, forfeiting a whole lot of potentially lucrative business. Yet they hold onto their ill-advised, accomplish-a-lot-in-a-little bit-of-time approach to prospecting at the top. You, on the other hand, will find that keeping your prospecting calls on one laser-like focus will bring in more executive- level sales calls than you ever imagined possible. Now, go get em.

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