“Remove the surprise and then leverage the permission-based opener” —Jason Bay
In this part of my conversation with Jason Bay, we talked about Prospecting Narcissism— “What do I want from this cold call?”.
Typically when people build a script they start with these three things:
1️⃣ What do “we” need to qualify this person. What are the minimum requirements in order for “us” to do a meeting with them?
2️⃣ What are the questions that “I” could ask to qualify them?
3️⃣ How do “I” close them and get them to set up a meeting?
But what they forget is to ask themselves this question ➡️: What does the “PROSPECT” need to experience in each stage of the call in order to want to continue with the next stage.
