One simple question that will help you qualify prospective business.

Two important things you must determine during the qualifying are whether your prospect has the authority to make a buying decision today, and whether they have the finances available to make the purchase.

In the old way of making cold calls, we offer a sales pitch to a perfect stranger, cross our fingers, and hope for the best!

From the traditional point of view, cold calling conversations should constantly lead towards making sale. We've been given only one path to follow, and that's getting a "yes."

Specific advice that will work for you and make you more confident and successful.

Are you doing everything you can to get your product or service in the hands of those who need it?

Most of us really dislike cold calling. It's probably the most dreaded of all sales activity, and causes the most rejection.

You created interest with your prospect by making a big promise, and stated a feature to back up your promise. You gave them a logical and emotional benefit, and backed everything up with evidence. Finally, you asked their permission to ask questions.

The moment you use the old-school cold calling approach the traditional pitch about who you are and what you have to offer you trigger the negative salesperson stereotype. And that usually means instant rejection from your prospect.

You're sitting in front of your prospect. You've spent time building a deep level of rapport, trust, and making them your best friend. They're smiling and very at ease with you. So what's next?