Here is an interesting question from TD who asks, How do I establish an open discussion with new potential partners over the telephone?

My Answer: In order to answer you correctly I would need to know whether you are referring to calling leads, calling friends or associates, cold calling, referrals, etc.

For this week, I will address how to start the approach of calling leads.

First though, if you want to establish an open discussion or dialogue, it is important to start correctly. The Connecting Stage, which is the first stage of five of the Natural Selling Dialogue Framework, is designed to do this.

It sets you up to be successful for the important second stage, The Discovering Stage which will determine what you present in your solution.

Unlike other sales approaches that concentrate on...