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Make Your Pitch -- and Don't Be Afraid to Move On

Posted by: Rod Kurtz on October 7, 2005

Keep your cold calls short. Any prospecting call that exceeds two minutes is probably too long. Say who you are, say why you’re calling, and suggest a specific date and time to get together. Keep the call on track — if necessary, suggest a specific date and time again. If that doesn’t work, move on to the next call. Our goal isn’t to SELL something to somebody. It’s to do everything we can to help the other person decide to BUY from us.

Steve Schiffman
D.E.I. Management Group
New York

Reader Comments

Promo Canada

October 9, 2005 10:47 AM

This is a very useful and helpful tip, thanks! I've always wondered how long your pitch should be over the phone and always have tired to get my employee's to sell over the phone instead of meeting with us or move to the next step.

Great tip!


October 15, 2005 2:05 PM

I own a small marketing company and that advice will help me on my cold contacts. Thanks!

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