Sales Notes

Collected from the excellent book "Cold Calling Techniques", by Stephan Schiffman; and from the past 3 weeks of my telephone sales work.

• When speaking with gatekeepers: be direct and sure of who you're trying to reach, with no hint of uncertainty in your voice.
  
  For example: "I need to speak with the comptroller", as opposed to "Can you tell me if the comptroller is in ?"
  
  
• The best phone introductions include the following elements:
  

1. Who I am
2. Who I represent
3. What we do
4. Specifically, who we have helped
5. Why I'm calling today
6. A Question
   
   
•