1. The goal of cold calling or sales prospecting is to secure a meeting or appointment. (It’s not to sell.)
2. The goal of leaving a voicemail is to get the prospect to return your call by arousing curiosity. (It’s not to sell.)
3. The goal of the sales meeting is to qualify the prospect to see if there’s an opportunity and to uncover pain and problems. (It’s to sell and solve problems!)
Keep it simple!