I wrote a blogpost recently for PROFITguide.com featuring some of the best cold-calling tips from Art Sobczak of Businessbyphone.com. Here are the bare-bones points:
Have call objectives.
Don't be too concerned about “best times to call.”
Always start at the highest level at which you feel your decision could be made (or even one higher).
When the screener informs you that the person you're asking for on a prospecting call is no longer with the company, without missing a beat, ask, “Who took his/her place?”
If you're prospecting out of a directory, try starting at the back: these people receive fewer calls.
Sobczak’s latest marketing offer is a free e-book with 501 “Telephone Tips That Sell!” To find out how to get it, visit my original post at profitguide.com.