1. Welcome to the teleopen way on how to “open the doors” to senior directors

2. The teleopen Way The Process Phone Calls E-Mails & Letters Reflecting on how you are doing Research Managing your State Understanding your Potential Client The Hierarchy Establishing the Relationship Befriending Executives Making friends with the PA Valid business reason Distil Dress Rehearsal Internal Dialogue Your Voice

3. Sources of information for your research Company Websites: financial reports, other reports, press releases, news section The press: trade press, recruitment ads E-mail alert services: Reuters.com, FT.com, Bloomberg.com, Hoovers.com Free: Cantos, publications and reports from large PLCs

4. Communication Body language: 55% Facial expressions, body posture, gestures, movements, head position, eye contact Tone of voice: 38% Volume, pace, tone, articulation, energy Words: 7% Positive: I can, will... Negative: unfortunately, but, Fluff: actually, basically

5. Managing your state What gets you into the right state of mind to make that call?

6. Planning Your Call Planning Your Call If there is no VBR Establish common ground What is missing? What is your VBR? Mapping your service to their need What do you want? Face to face Referral Telephone meeting Possible Objections

7. Who is being called & what you want to achieve Their likely objections & your answers The value you can add ------ ------ ------ ------ ------ ------ ------ ------ ------ ------ ------ ------ Switchboard operator PA Executive

8. Hints and tips Plan the call Check your internal dialogue Check your state Work on awareness of tone and words Get PA to do the work Use the hierarchy Recognise when to walk away

9. Bad habits Ums and ahs Word repetition and padding Voice rising at end of sentence Over articulation Speeding up and speaking too quickly Nervous laughter

10. Recorders Tammsdirect.com - model 120 Retell.co.uk