| One of the most important steps while cold calling | | | | you?"o "What is your current time frame for |
| is to qualify the prospect. By qualifying properly, | | | | making changes?" |
| you will be using your selling time most effectively. | | | | 3) Find out exactly what the prospect is looking |
| 4 steps to qualifying on the cold call | | | | for - A question that applies to almost any |
| 1) Make sure you have the decision maker - | | | | product or service is, "What's most important to |
| After the opening of your cold call, your first | | | | you-price, bells and whistles, or options, |
| question should simply be: "Are you the one who | | | | opportunities to upgrade?" |
| makes the buying decisions for (whatever it is | | | | Here are more good questions:o "Do you have |
| you're selling)?" Once you get an affirmative reply, | | | | any suggestions as to the best way for me to |
| find out if anyone else is involved. Ask, "And who | | | | help you?"o "What most concerns you about this |
| else is involved in the decision-making process?" | | | | type of product (or service)?"o "What do you |
| 2) Make sure there is a need for your product - | | | | hope to achieve by evaluating how this is |
| The next step in your cold call is to make sure | | | | currently being handled?" |
| there is a need for your product. In addition, you | | | | 4) Make sure the prospect can afford your |
| are looking for ways in which you can best help | | | | product - You now need to qualify for |
| the prospect. | | | | affordability. |
| Examples of cold calling "need" qualifying | | | | Examples of cold calling "money" qualifying |
| questions:o "Joe, let me ask you: What system | | | | questions:o "Joe, what is your annual budget for |
| are you using currently for information storage | | | | (your product)?"o "What price range are you |
| and backup? You could also ask, How are you | | | | looking in?"o "How much money would you have |
| currently handling the need for (your product)?"o | | | | liquid and available if the right investment were to |
| "Who is your current vendor?"o "How's that been | | | | present itself today?"o "Do you plan to mortgage |
| working out for you?"o "What do you like best | | | | most or all of the investment?"o "Do you already |
| about your current situation (or vendor)?"o "In | | | | have a bank you're working with that has |
| what areas do you think I might be able to help | | | | pre-approved you for a certain amount? |