Warming Up To Cold Calls
just a short phrase: “This is Susan DeFiore, of DeFiore Enterprises. We are lease purchase consultants.” Now mention the benefit: “We can move your home in 30 days or less with the lease purchase advantage.” By stating your benefit clearly in your opener, you give the person a good reason to listen further.
Effective telephone contact is made up of two components: Asking good questions and listening carefully to the answers. Ask questions to qualify prospects and overcome objections. Again, for those of us in lease purchasing, we use our telephone script to obtain all the information we need.
There are two types of questions: closed-ended and open-ended. Closed-ended questions are fact-finders. They can be answered with a fact, a “yes” or a “no”. An example of a closed-ended question is: “Would Lease Purchasing work for you?”
Open-ended questions are used to draw someone into a conversation. They reveal the emotion
