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Cold-Calling Sales Preparation
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APPOINTMENT CALL PREPARATION
Example
• You have an appt set up with the Director of HR at Haights Cross Communications, Inc. on Thursday…..
• What do I need to run the appointment?
What info are we armed with going into the call?
• Most likely you they have a package w/ Monster for approx 60 – 80 jobs / year w/ Database no branding page. Be prepared to talk about why they should use both and how CB is different.
• Their competition is using Careerbuilder. • We have industry specific partners they will be in
hearing about.• Looking for customer service (that happens to be
the #3 most searched keyword on CB• No jobs listed on own site but currently 5
different titles listed on Monster.• Sales positions open. Sales is our top category.
ATTITUDE
• KNOWLEDGE = CONFIDENCE
• CONFIDENCE SELLS
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