1. Use power language: “The solution is…” rather than, “I believe
the solution is…”

2. Never use the word “appointment” when trying to set one.
Instead, use the word “meeting.” “Meeting” sounds more
professional and more important. “I would like to meet with you…”

3. Use directed words to reach your prospect. When you ask to
speak with your prospect, say, “Jane Jones, please,” and not,
“May I speak with Jane Jones?” The first sentence conveys
authority; the second asks permission.

4. Use directed words (and open-ended questions) to gather
information. Ask, “Whom should I speak with?” and not, “Do you
know who I should speak with?” The first conveys authority, and
whomever you are questioning, if they know, must answer with a
name. In the second sentence, the response could simply be “yes”
or “no.”

5. Whether trying to ascertain a good time to call your prospect
back or trying to schedule a meeting, it is a good idea to give
alternate choices. “Is this afternoon good, or would tomorrow
morning be better?” It is much easier for your prospect to decide
“when” rather than “whether.”

6. “I’m just calling…” Eliminate the word “just” from your
vocabulary. That little word “just” is an apology. It says that
your call is not important and that what you have to say is not
important. Simply tell your prospects and customers why you are
calling. That is enough.

7. “…we will hopefully achieve…” Hopefully? No one pays you to
“hopefully” do something. They pay you to actually do it! Tell
your prospects or customers what they will achieve or should
expect to achieve.

8. Be clear and to the point. You are telling your story to a
stranger who has never heard it.

Wendy Weiss is known as the Queen of Cold Calling. She welcomes
Your comments wendy@wendyweiss.com

www.liwomen.com
October 2005