Marketing experts will tell you that the better the reason for your call, the easier it is to schedule initial sales meetings. And, if the reason is important enough to your prospect, the scheduled meeting is virtually assured. After all, it's easy to start a conversation with someone else whose coat is on fire! What's more, as time becomes increasingly scarce, people will want to spend time on the phone qualifying you before agreeing to a scheduled meeting.

So, the pre-approach step to the sales cycle is actually about demonstrating your competence, effectiveness and ability, and finding "hot buttons" that make people want to see you -- whether it's the first, second, or third time you call.

The keys to telephoning for scheduled meetings are:

• Having specific benefits to discuss every time you call.


• Making sure these reasons are important to your prospects.


• Establishing instant rapport.


• Finding a specific time and reason to call again if the on-profile prospect can't/won't see you now.

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