You need to bring urgency and empathy to the call in order to get the attention of your prospect.
There’s also the all important 2 minute rule. No call should be longer than 2 minutes unless you’re booking an appointment. The reason is that if it’s going longer than 2 minutes then you’re having the fight / sales pitch over the phone, when you should be getting in front of the customer.
When you track and measure your calls it keeps you focused – ensuring that you’re highly effective.
During one 45 minute session you should aim for:
If you’re not converting, record your call, play it back. It’s the energy you bring to the table, the quality of your questions and a real desire to progress the customer rather than harass the customer that makes all the difference.