This document provides guidance on conducting successful telephone calls with prospects as part of a sales prospecting module. It outlines the necessary qualities of preparation, respect, professionalism and clear communication. The steps of a telephone call are presented as greetings, introduction, explaining the purpose, using AIDA (Attention, Interest, Desire, Action) and summarizing next steps. Tips for unscheduled calls include building trust and introducing yourself and company. How to open a new customer account is also covered, such as obtaining necessary documents, assessing creditworthiness, and addressing any objections.

1. Module 6:
Sales Prospecting
By Bassem Jouini

2. Module 6 – Lesson 6:
Call prospects on the
telephone

3. Lesson Objective
1. Qualities needed to achieve a good
telephone call
2. Steps of a telephone call
3. Tips while calling a prospect with out an
appointment
4. How to open a customer account

4. Cold calling scenario
Video

5. Qualities needed to achieve a
good telephone call
 Preparation before calling is extremely
important
 Show respect to the customer
 Be professional
 Keep the smile
 Adapt the appropriate communication style
 Show courtesy
 Be clear and precise
 Use a Business jargon

6. Steps of a telephone call
1. Prepare the information needed about the
prospect
2. Greetings
3. Introduction
4. Explain the purpose of the call
5. Use the AIDA Concept
6. Summarize the call and the action taking
7. Leave-taking and next steps

7. Exercise:
Prospecting telephone call
 Go back to the presentation you prepared in
Module 5 and Prepare Cold call using the steps
and the qualities discussed previously.
 You are calling the Loan manager for the
government of Quebec and the objective is to
get a new loan to open a new branch in Laval.
 Work with your colleague and present a Cold
call scenario.

8. Tips while Calling a prospect
without an appointment
 Think about building a relationship
 Create an atmosphere of trust
 Explain the purpose of your call
 Introduce well your self and you company

9. How to open a customer account ?
 Follow the opening formalities:
documents needed, IDs, etc.
 Analyse the prospect situation:
 Credit check
 Bank reference
 Answer the prospects objections

10. Make a lesson Summary

11. Have a wonderful evening 