TELEMARKETING-TELESALES5 MIN READ
Route a Cold Call in Three Forks
Use SPIN choices to move from opener to next step.
Live call fork At 3:40 p.m., Talia reaches a VP between meetings. The VP gives short answers but has not hung up. Every fork either earns context or burns the call. The cost is not just one call; weak choices train the prospect to disengage. Decision discipline SPIN Selling (Neil Rackham) SPIN helps a rep decide what kind of question the moment deserves. A cold call rarely has room for a long diagnostic. The skill is to move from a narrow situation check to a problem question, then to one implication question only if the buyer gives a signal. The…
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