1. To set appointment
2. email a brochure and set an appointment for another date.
Some phone trainers will encourage you to spend a little time as possible talking to gate-keepers or screeners. Doing this will cause you to miss many opportunities. The smart approach is to use the gate-keeper as a resource to get to the decision maker.
Many times the gatekeeper is the decision maker and has lots of valuable information. This is your key person that you must work with them to develop a rapport.
On your first call to a prospect. Develop a three step process: