To produce consistent sales even in economic downturns, you need to prospect for new business.

The most effective prospecting tool is the telephone. Many are scared of picking up the phone to call new prospects. Thye fear rejection.

In this episode we show how to overcome those fears and to make phone prospecting a core discipline on the road to sizzling sales success.

Specifically we will discuss how to leave voicemails that get returned

(0:00) Introduction to the episode

(0:37) The importance and fear of phone calls in sales

(2:37) Over-reliance on key clients and the strategy of prospecting

(3:48) Understanding the buyer's pyramid and the benefits of frequent phone calls

(6:08) The outcomes and advantages of sales phone calls

(14:12) Sponsor: The Ultimate Formula for winning work with general contractors

(15:18) Techniques for getting voicemails returned and examples

(19:48) The importance of specificity in sales messages and critique of ineffective voicemails

(22:31) How to provide value in sales messages and leave an engaging voicemail

(23:43) Differentiating through voicemail and conclusion